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

Johnston, Mark W.; Marshall, Greg W.

Softcover

ISBN 10: 0415523508 ISBN 13: 9780415523509

Publisher: Routledge, 2013

Synopsis

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 .

About this title

About the Author

Mark W. Johnston is the Alan and Sandra Gerry Professor of Marketing and Ethics at Rollins College, USA.

Greg W. Marshall is the Charles Harwood Professor of Marketing and Strategy at Rollins College, USA.

Edition details

• Publisher: Routledge
• Publication date: 2013
• Language: English
• ISBN 10: 0415523508
• ISBN 13: 9780415523509
• Binding: Paperback
• Edition number: 4
• Number of pages: 418