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.

Relationship Selling

Business & Money

Mark W. Johnston

Marketing & Sales

Irwin/McGraw/Hill

Relationship Selling and Sales Management

Greg W. Marshall

McGraw-Hill/Higher Education

The primary goal of this book is to offer students the most comprehensive, up-to-date and integrated overview of the theory, research and practices relevant to sales management. The latest edition continues to focus on enabling students to take the wealth of information available and apply it to "real world" sales management problems and opportunities. Like its predecessors, it showcases how real managers use current theory and research in their own organizations. By identifying recent practices, applications and the use of state-of-the-art technologies, this edition combines in one source real world sales management "best practices" with cutting edge research and theory. Instructors will find that they are proud to present the information and approach to sales management within the text to both undergraduate and graduate business students, as it captures the essence of what it means to be a successful sales manager in the customer relationship era.

Churchill, Ford, and Walker's Sales Force Management

Economics

Relationship Selling and Sales Management (McGraw-Hill/Irwin Series in Marketing)

"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 per cent) with Leadership and Sales Management (30 per cent). 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.

Mcgraw-Hill College

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.

McGraw/Hill/Irwin

Sales Force Management

Taylor & Francis Group

Jessica L. Ogilvie

Taylor&Francis

Marketing Management Markshall/Johnston's Marketing Management, 2e has taken great effort to represent marketing management the way it is actually practiced in successful organizations today. Giving the dramatic changes in the field of marketing, it is a sure bet that the job of leading marketing manager's contributions to the organization and its customers, clients, and partners has changed at the same level. Yet, no marketing management book on the market today fully and effectively captures and communicates to students how marketing management is really practiced in the 21st century business world. Clearly, it is time for an updated approach to teaching and learning within the field. Marketing Management 2e is designed to fulfill this need.

Marketing Management

Mc Graw Hill Education (Uk)

See the best price to sell, buy, or rent books by Mark W. Johnston. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Mark W. Johnston