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RELATIONSHIP SELLING AND SALES MANAGEMENTJOHNSON, MARSHALLwydawnictwo: MCGRAW-HILL , rok wydania 2005, wydanie Icena netto: Relationship Selling and Sales Management, 1/e by Johnston and Marshall is truly unique as it is the only book on the market that fuses Relationship Selling and Customer Value (70%) with Leadership and Sales Management (30%). Instead of purchasing multiple books to amass material in those areas, professors now have the convenience of having it all in one text. The 70/30 coverage allocation reflects the overwhelming majority of opinions expressed through market research. Authors of our successful Churchill/Ford/Walker's Sales Force Management text and individuals with quite a presence in the field, Mark Johnston and Greg Marshall bring a wealth of expertise and energy into this product. The book is written for appropriate use both at the college/university setting and the community college/junior college setting. Key Features Role Plays. Students (and instructors) love role-plays in selling courses! This book is filled with role-play exercises that really enable students to translate the concepts learned into practice. Not only do these exercises invigorate the classroom experience, but they also prepare students for their future career lives. Complete instructions on how to conduct a role-play are provided. Creating Customer Value Chapter. This chapter concentrates on the importance of not just selling, but on how salespeople can add value to customer relationships. Students who understand how to add value to clients will ultimately be more successful salespeople, learning that the largest part of income acquired is from repeat, satisfied customers. Leadership, Global, and Technology Boxes. Found throughout this book, these feature boxes stimulate class discussion and keep students abreast of the latest developments, technologically and otherwise, in the field of selling and sales management. Success Stories. The book has plenty of success story boxes from real salespeople and sales managers, allowing students to understand the practicality of what they are learning, while showcasing the attributes of those with great achievements. Ethical Dilemmas. Ethics is at the forefront of modern business. At the end of each chapter is an ethical dilemma, which will help students identify and handle questionable situations and practices. Written by the Alan & Sandra Gerry Professor of Marketing & Ethics, author Mark Johnston has a great deal of expertise in this area and often consults businesses on ethics issues. Mini-Cases. Each chapter has a mini-case at the end that stimulates critical thinking skills and reinforces the material learned in that chapter Table of Contents PART ONE: What is Relationship Selling? 489 pages
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