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关键词：
Relationship Selling
书目信息
ISBN：
9780073529813（13位）
中图分类号：
F7
杜威分类号：
中文译名：
关系营销，第2版
作者：
Johnston
编者：
语种：
English
出版信息
出版社：
McGraw-Hill
出版地：
出版年：
2007
版本：
2e
版本类型：
原版
丛书题名：
卷期：
文献信息
关键词：
Advertising/Marketing
前言：
摘要：
内容简介：
Now available in its second edition, Relationship Selling has already struck a chord with instructors and students throughout the selling discipline. As its title suggests, Relationship Selling focuses on creating and maintaining profitable long-term relationships with customers, highlighting the salesperson as an essential element in communicating value to customers. This same approach is used successfully at firms throughout the world-no surprise given the extensive real-world sales and consulting experience of this author team. From its numerous role-plays and pedagogical aids to its student-friendly style and stellar teaching support, Relationship Selling is a fast-rising favorite of students and instructors alike.
目次：
Part One What Is Relationship Selling? Chapter 1 Introduction to Relationship Selling. Chapter 2 Using Information to Understand Sellers and Buyer. Chapter 3 Value Creation in Buyer-Seller Relationships. Chapter 4 Ethical and Legal Issues in Relationship Selling. Part Two Elements of Relationship Selling. Chapter 5 Prospecting and Sales Call Planning. Chapter 6 Communicating the Sales Message. Chapter 7 Negotiating for Win-Win Solutions. Chapter 8 Closing the Sale and Follow-up. Chapter 9 Self-Management: Time and Territory. Part Three Managing the Relationship-Selling Process. Chapter 10 Salesperson Performance: Behavior, Motivation, and Role Perceptions. Chapter 11 Recruiting and Selecting Salespeople. Chapter 12 Training Salespeople for Sales Success. Chapter 13 Salesperson Compensation and Incentives. Glossary Endnotes Index.
附录：
全文链接：
读者对象：
实体信息
页码：
480
装帧：
Hard
尺寸：
其它形态细节：
其它信息
原价：
USD
135.0000
原版ISBN：
其它ISBN：
图书特色：
书评：
扩展信息
Isbn：
0073529818
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