Relationship Selling

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Now available in its third edition, Relationship Selling has 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.

Date: March 27, 2009
Format: Hardback, 480 pages

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Table of contents

Preface
Part One: What Is Relationship Selling?
Chapter 1: Introduction to Relationship Selling
Chapter 2: Using Information to Understand Sellers and Buyers
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
Chapter 14: Evaluating Salesperson Performance

Glossary
Endnotes
Index