Relationship Selling

Relationship Selling
ISBN-10
0070172471
ISBN-13
9780070172470
Category
Customer relations
Pages
452
Language
English
Published
2010
Publisher
Irwin/McGraw-Hill
Authors
Mark W. Johnston, Greg W. Marshall

Description

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.

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