Contemporary Selling: Building Relationships, Creating Value - 4th edition / Edition 4

Contemporary Selling: Building Relationships, Creating Value - 4th edition / Edition 4

by Mark W. Johnston, Greg W. Marshall
     
 

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ISBN-10: 0415523508

ISBN-13: 9780415523509

Pub. Date: 04/01/2013

Publisher: Taylor & Francis

Published in previous editions as Relationship Selling, the latest edition of Mark Johnston and Greg Marshall’s Contemporary Selling: Building Relationships, Creating Value continues to set the standard for the most up-to-date and student-friendly selling textbook available anywhere today.

The latest edition incorporates a new chapter on

Overview

Published in previous editions as Relationship Selling, the latest edition of Mark Johnston and Greg Marshall’s Contemporary Selling: Building Relationships, Creating Value continues to set the standard for the most up-to-date and student-friendly selling textbook available anywhere today.

The latest edition incorporates a new chapter on social media and technology-enabled selling, as well as a new chapter on selling globally. To support student engagement, the book also features:

  • ‘Expert Advice’ chapter openers showing how each chapter’s sales concepts are applied in the real world
  • In-chapter ‘Ethical Dilemmas’ that help students identify and handle effectively the numerous ethical issues that arise in selling
  • Mini-cases to help students understand and apply the principles they have learned in the classroom
  • Role-plays at the end of each chapter enabling students to learn by doing
  • Special appendices on selling math and developing a professional sales proposal
  • Video material available on the Companion Website, featuring new content with sales experts discussing best sales practices from a recent PBS special on selling produced by Chally Group Worldwide.

Further resources for instructors and students are available at www.routledge.com/cw/johnston-9780415523509 .

Product Details

ISBN-13:
9780415523509
Publisher:
Taylor & Francis
Publication date:
04/01/2013
Edition description:
Older Edition
Pages:
440
Product dimensions:
8.50(w) x 10.90(h) x 1.10(d)

Table of Contents

Part I: What is Contemporary Selling? 1. Introduction to Contemporary Selling 2. Understanding Sellers and Buyers 3. Value Creation in Buyer-Seller Relationships 4. Ethical and Legal Issues in Contemporary Selling 5. CRM and Sales Technologies Part II: Elements of the Contemporary Selling Process 6. Prospecting and Sales Call Planning 7. Communicating the Sales Message 8. Negotiating for Win-Win Solutions 9. Closing the Sale and Follow-up 10. Management of Time and Territory Part III: Managing the Contemporary Selling Process 11. Salesperson Motivation: Behavior, Motivation, and Role Perceptions 12. Recruiting, Selecting, and Training Salespeople 13. Compensating and Evaluating Salespeople 14. Global Perspectives on Contemporary Selling

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