Relationship Selling

3.58 avg rating
( 12 ratings by Goodreads )
 
9780073529813: Relationship Selling
View all copies of this ISBN edition:
 
 

Now available in its second edition, Relationship Selling has already 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.

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

Other Popular Editions of the Same Title

9780073404837: Relationship Selling

Featured Edition

ISBN 10:  0073404837 ISBN 13:  9780073404837
Publisher: McGraw-Hill/Irwin, 2009
Hardcover

9780070172470: Relationship Selling

Irwin&..., 2010
Softcover

9780071274715: Relationship Selling (2nd International Edition)

McGraw..., 2008
Softcover

Top Search Results from the AbeBooks Marketplace

1.

Johnston, Mark W; Marshall, Greg W
Published by McGraw-Hill/Irwin
ISBN 10: 0073529818 ISBN 13: 9780073529813
New Quantity Available: 1
Seller:
Juggernautz
(Troy, MI, U.S.A.)
Rating
[?]

Book Description McGraw-Hill/Irwin. Condition: New. 0073529818 Orders ship same or next business day w/ free tracking. Choose Expedited shipping for fastest (2-6 business day) delivery. Satisfaction Guaranteed. Seller Inventory # Z0073529818ZN

More information about this seller | Contact this seller

Buy New
US$ 30.82
Convert Currency

Add to Basket

Shipping: US$ 4.99
Within U.S.A.
Destination, Rates & Speeds

2.

Mark W Johnston, Greg W Marshall
Published by McGraw-Hill/Irwin (2008)
ISBN 10: 0073529818 ISBN 13: 9780073529813
New Hardcover Quantity Available: 2
Seller:
Murray Media
(North Miami Beach, FL, U.S.A.)
Rating
[?]

Book Description McGraw-Hill/Irwin, 2008. Hardcover. Condition: New. Never used!. Seller Inventory # P110073529818

More information about this seller | Contact this seller

Buy New
US$ 42.16
Convert Currency

Add to Basket

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

3.

Mark W Johnston, Greg W Marshall
Published by McGraw-Hill/Irwin (2008)
ISBN 10: 0073529818 ISBN 13: 9780073529813
New Hardcover Quantity Available: 1
Seller:
Ergodebooks
(RICHMOND, TX, U.S.A.)
Rating
[?]

Book Description McGraw-Hill/Irwin, 2008. Hardcover. Condition: New. 2. Seller Inventory # DADAX0073529818

More information about this seller | Contact this seller

Buy New
US$ 43.86
Convert Currency

Add to Basket

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

4.

Mark W Johnston; Greg W Marshall
Published by McGraw-Hill/Irwin (2008)
ISBN 10: 0073529818 ISBN 13: 9780073529813
New Hardcover Quantity Available: 1
Seller:
Irish Booksellers
(Portland, ME, U.S.A.)
Rating
[?]

Book Description McGraw-Hill/Irwin, 2008. Condition: New. book. Seller Inventory # M0073529818

More information about this seller | Contact this seller

Buy New
US$ 50.71
Convert Currency

Add to Basket

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

5.

Johnston, Mark W; Marshall, Greg W
Published by McGraw-Hill/Irwin
ISBN 10: 0073529818 ISBN 13: 9780073529813
New Hardcover Quantity Available: 1
Seller:
Cloud 9 Books
(Wellington, FL, U.S.A.)
Rating
[?]

Book Description McGraw-Hill/Irwin. Hardcover. Condition: New. 0073529818 New Condition. Seller Inventory # NEW7.3040115

More information about this seller | Contact this seller

Buy New
US$ 59.99
Convert Currency

Add to Basket

Shipping: US$ 4.99
Within U.S.A.
Destination, Rates & Speeds
International Edition
International Edition

6.

Mark W Johnston
ISBN 10: 0073529818 ISBN 13: 9780073529813
New Softcover Quantity Available: 5
International Edition
Seller:
TM Books
(San Francisco, CA, U.S.A.)
Rating
[?]

Book Description Softcover. Condition: New. Brand New INTERNATIONAL EDITION, 4-6 days shipping! Same contents as the US edition with 3-5 days shipping. CD/DVD or access codes may not be included. Seller Inventory # 9780073529813

More information about this seller | Contact this seller

Buy New
US$ 70.82
Convert Currency

Add to Basket

Shipping: US$ 4.00
Within U.S.A.
Destination, Rates & Speeds