Relationship Selling and Sales Management: WITH Act! Express CD-ROM

Business & Money

Marshall, Greg W.

Johnston,Mark

Marketing & Sales

McGraw-Hill/Higher Education

Churchill, Ford, and Walker’s Sales Force Management, 7/e, now authored by Johnston and Marshall, is a research/ theory based text that cites the theoretical foundations of sales management and blends this with current industry examples and applications. This book will appeal to a variety of teaching approaches-to those instructors who primarily emphasize the lecture-discussion approach or to those who prefer case-oriented instruction. No matter what approach is used, the research/theory combination, coupled with the solid sales management foundation, and the addition of the text themes of Innovation, Leadership, and Technology combine to make this text a leader in the sales management market.t.

Churchill/Ford/Walker's Sales Force Management with Excel Spreadsheets

Johnston, Mark W.

McGraw/Hill/Irwin

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

If applicable, online access, codes or supplements are not guaranteed to be included or work. Slightly umped corners. Slight shelf wear. Pages are clean and binding is tight.

Relationship Selling and Sales Management

IRWIN

McGraw/Hill

McGraw=Hill

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.

Relationship Selling and Sales Management w/ ACT! CD-ROM

Part One What Is Relationship Selling? Chapter 1 Introduction to Relationship Selling Chapter 2 Using Information to Understand Sellers and Buyer 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 Glossary Endnotes Index

Relationship Selling with ACT! Express CD-ROM

This is a textbook that instructors can connect with and students can learn from, in that it pulls them into the world of marketing through real-world applications. This textbook stays current by covering the hottest topics in this course area, such as Customer Relationship Management and Metrics, in a user-friendly, non-encyclopedic format.

Marketing Management

Management & Leadership

Irwin Professional_Pub

This full featured text is provided as an option to the price- sensitive student. It is a full 4-color text that’s threewhole punched and made available at a discount to students. Also available in a package with Connect Plus.

Loose Leaf Marketing Management

McGraw–Hill Education

This is a textbook that instructors can connect with and students can learn from, in that it pulls them into the world of marketing through real-world applications. This textbook stays current by covering the hottest topics in this course area, such as Customer Relationship Management and Metrics, in a user-friendly, non-encyclopedic format. Marshall/Johnston’s Essentials of Marketing Management has taken great effort to represent marketing management the way it is actually practiced in successful organizations today. In our view, leading and managing the aspects of marketing to improve individual, unit, and organizational performance— marketing management— is a core business activity. Its relevance is not limited to just marketing departments or marketing majors. And business students of all backgrounds should appreciate the impact of effective marketing management on their own professional careers as well on as the overall success of their organizations. Bottom line, the ability to do great marketing management is relevant to everyone in a firm.

Essentials of Marketing Management

Finance

Marshall/Johnston's Marketing Management, 2e has taken great effort to represent marketing management the way it is actually practiced in successful organisations today. Given the dramatic changes in the field of marketing, it is a sure bet that the job of leading marketing manager's contributions to the organisation 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.

This reader-friendly marketing book conveys timely and relevant material in a dynamic presentation of how marketing concepts are implemented, and what they mean in the marketplace. It introduces marketing from the perspective of real people making real marketing decisions at leading companies every day. Learners will come to understand that marketing is about creating value–for customers, for companies, and for society as a whole-and they will see how that is accomplished in the real world. A five-part organization covers making marketing value decisions, identifying markets and understanding customers' needs for value, creating the value proposition, communicating the value proposition, and delivering the value proposition. For individuals interested in a career in marketing.

Marketing : Real People, Real Choices

SOLOMON, Michael R.

Stuart, Elnora W.

PRENTICE/HALL

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

Books by Marshall, Greg W.

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

Relationship Selling and Sales Management: WITH Act! Express CD-ROM

Churchill/Ford/Walker's Sales Force Management with Excel Spreadsheets

Relationship Selling and Sales Management

Relationship Selling and Sales Management w/ ACT! CD-ROM

Relationship Selling with ACT! Express CD-ROM

Marketing Management

Loose Leaf Marketing Management

Essentials of Marketing Management

Marketing Management

Marketing : Real People, Real Choices