Relationship Selling

3.58 avg rating
( 12 ratings by GoodReads )
 
9780073404837: Relationship Selling

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.

"synopsis" may belong to another edition of this title.

About the Author:

Mark W. Johnston is the Alan and Sandra Gerry Professor of Marketing and Ethics in the Roy E. Crummer Graduate School of Business at Rollins College in Winter Park, Florida. He earned his Ph.D. in Marketing in 1986 from Texas A&M University. Prior to receiving his doctorate, he worked in industry as a sales representative for a leading distributor of photographic equipment. His research has been published in a number of professional journals including Journal of Marketing Research, Journal of Applied Psychology, Journal of Business Ethics, Journal of Marketing Education, Journal of Personal Selling & Sales Management and many others. Mark is also an active member in the American Marketing Association and Academy of Marketing Science. Mark has been retained as a consultant for firms in a number of industries including personal health care, chemical, transportation, hospitality, and telecommunications. He has consulted on a wide range of issues involving strategic business development, sales force structure and performance, international market opportunities, and ethical decision-making. Mark also works with MBA students on consulting projects around the world for companies such as Tupperware, Disney, and Johnson & Johnson. He has conducted seminars globally on a range of topics including the strategic role of selling in the organization, developing an ethical framework for decision-making, improving business unit performance, and structuring an effective international marketing department. Mark continues to provide specialized seminars to top managers on strategic marketing issues. For more than two decades Mark has taught Marketing Management working with thousands of students. His hands-on, real world approach to marketing management has earned him a number of teaching awards.

Greg W. Marshall is the Charles Harwood Professor of Marketing and Strategy in the Roy E. Crummer Graduate School of Business at Rollins College in Winter Park, Florida. He also serves as Vice President for Strategic Marketing for Rollins College. He earned his Ph.D. in Business Administration from Oklahoma State University, taking a marketing major and management minor, and holds a BSBA in marketing and MBA from the University of Tulsa. Prior to joining Rollins, Greg was on the faculty at the University of South Florida, Texas Christian University, and Oklahoma State University. Prior to returning to school for his doctorate, Greg’s managerial industry experience included thirteen years in consumer packaged goods and retailing with companies such as Warner Lambert, Mennen, and Target Corporation. He also has considerable experience as a consultant and trainer for a variety of organizations in industries such as hospitality, financial services/insurance, defense contracting, consumer products, information technology, government, and not-for-profit. Greg has been heavily involved in teaching Marketing Management at multiple universities to both MBA and undergraduate students and has been the recipient of several teaching awards both within his schools and within the marketing discipline. He is Editor of the Journal of Marketing Theory and Practice and from 2002-05 was Editor of the Journal of Personal Selling & Sales Management. Greg serves on the editorial review boards of the Journal of the Academy of Marketing Science, Industrial Marketing Management, and Journal of Business Research, among others. Greg’s published research focuses on the areas of decision making by marketing managers, intraorganizational relationships, and sales force performance issues. Greg is Past President of the American Marketing Association Academic Division and also was a founder and served for five years on its Strategic Planning Group. He is a Fellow and Past-President of the Society for Marketing Advances, presently serves as President-Elect for the Academy of Marketing Science, and is a member of the board of directors of the Direct Selling Education Foundation.

"About this title" may belong to another edition of this title.

Top Search Results from the AbeBooks Marketplace

International Edition
International Edition

1.

Mark W. Johnston, Greg W. Marshall
Published by McGraw-Hil, Burr Ridge, Illinois, U.S.A. (2009)
ISBN 10: 0073404837 ISBN 13: 9780073404837
New Soft cover Quantity Available: 2
International Edition
Seller
AMG Book Store
(Pandan Indah, Malaysia)
Rating
[?]

Book Description McGraw-Hil, Burr Ridge, Illinois, U.S.A., 2009. Soft cover. Book Condition: New. This is INTERNATIONAL EDITION! BRAND NEW Premium Quality International Student Edition (ISE). Softcover, Color-Printed Textbook Wrapped in Good Condition. Ship via UPS/DHL. All books mainly ship from Asia countries. Shipping should take from 3-4 business days within US, Canada, UK, and other EU countries. For fast processing, please choose to ship with Expedite! Thank you for visiting my store!. Bookseller Inventory # 004716

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 20.00
Convert Currency

Add to Basket

Shipping: US$ 9.99
From Malaysia to U.S.A.
Destination, Rates & Speeds
International Edition
International Edition

2.

Johnston
ISBN 10: 0073404837 ISBN 13: 9780073404837
New Quantity Available: 5
International Edition
Seller
firstbookstore
(New Delhi, India)
Rating
[?]

Book Description Book Condition: Brand New. Brand New Paperback International Edition, Perfect Condition. Printed in English. Excellent Quality, Service and customer satisfaction guaranteed!. Bookseller Inventory # AIND-22345

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 44.19
Convert Currency

Add to Basket

Shipping: FREE
From India to U.S.A.
Destination, Rates & Speeds

3.

Mark Johnston, Greg Marshall
Published by McGraw-Hill/Irwin (2009)
ISBN 10: 0073404837 ISBN 13: 9780073404837
New Hardcover Quantity Available: 1
Seller
Ergodebooks
(RICHMOND, TX, U.S.A.)
Rating
[?]

Book Description McGraw-Hill/Irwin, 2009. Hardcover. Book Condition: New. 3. Bookseller Inventory # DADAX0073404837

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 41.48
Convert Currency

Add to Basket

Shipping: US$ 3.99
Within U.S.A.
Destination, Rates & Speeds

4.

Greg Marshall; Mark Johnston
Published by McGraw-Hill/Irwin (2009)
ISBN 10: 0073404837 ISBN 13: 9780073404837
New Hardcover Quantity Available: 1
Seller
Irish Booksellers
(Rumford, ME, U.S.A.)
Rating
[?]

Book Description McGraw-Hill/Irwin, 2009. Hardcover. Book Condition: New. book. Bookseller Inventory # 0073404837

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 46.36
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds
International Edition
International Edition

5.

Johnston
ISBN 10: 0073404837 ISBN 13: 9780073404837
New Softcover Quantity Available: 5
International Edition
Seller
Romtrade Corp.
(STERLING HEIGHTS, MI, U.S.A.)
Rating
[?]

Book Description Book Condition: New. Brand New Paperback International Edition.We Ship to PO BOX Address also. EXPEDITED shipping option also available for faster delivery. Bookseller Inventory # AUSBNEW-22345

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 47.30
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

6.

Johnston, Mark, Marshall, Greg
Published by McGraw-Hill/Irwin (2009)
ISBN 10: 0073404837 ISBN 13: 9780073404837
New Hardcover Quantity Available: 2
Seller
Murray Media
(North Miami Beach, FL, U.S.A.)
Rating
[?]

Book Description McGraw-Hill/Irwin, 2009. Hardcover. Book Condition: New. Bookseller Inventory # P110073404837

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 50.87
Convert Currency

Add to Basket

Shipping: US$ 2.99
Within U.S.A.
Destination, Rates & Speeds
International Edition
International Edition

7.

Greg Marshall; Mark Johnston
Published by McGraw-Hill Higher Education
ISBN 10: 0073404837 ISBN 13: 9780073404837
New Soft cover Quantity Available: 1
International Edition
Seller
Supernew USA
(Bangkok, ., Thailand)
Rating
[?]

Book Description McGraw-Hill Higher Education. Soft cover. Book Condition: New. New, 3rd Edition, International Edition .To be delivered in 3-5 business days via FedEx or UPS. Premium quality books. Bookseller Inventory # 0073404837

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 60.00
Convert Currency

Add to Basket

Shipping: US$ 10.00
From Thailand to U.S.A.
Destination, Rates & Speeds

8.

Greg Marshall; Mark Johnston
ISBN 10: 0073404837 ISBN 13: 9780073404837
New Hardcover Quantity Available: 1
Seller
AMAZINGBOOKDEALS
(IRVING, TX, U.S.A.)
Rating
[?]

Book Description Hardcover. Book Condition: BRAND NEW. BRAND NEW. Fast Shipping. Prompt Customer Service. Satisfaction guaranteed. Bookseller Inventory # 0073404837BNA

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 69.85
Convert Currency

Add to Basket

Shipping: US$ 3.99
Within U.S.A.
Destination, Rates & Speeds