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.
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