Contemporary Selling: Building Relationships, Creating Value
Language: English
Published by Routledge, 2021
- Softcover
- Used
Seller: Indiana Book Company, Marion, IN, U.S.A.Indiana Book Company
AbeBooks seller since January 16, 2014
Condition: Used - Fair
£ 7.50
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Add to basketItem description from seller
The cover was separating from spine and has been reinforced with book tape. All pages intact. Ships same or next business day with delivery confirmation. Acceptable condition. Contains highlighting. Expedited shipping available.
Seller Inventory # 1000009914485-5944
- Title
- Contemporary Selling: Building Relationships, Creating Value
- Author
- Johnston, Mark W.
- Publisher
- Routledge
- Publication year
- 2021
- Condition
- Acceptable
- Binding
- Soft cover
- Language
- English
- ISBN 10
- 0367435179
- ISBN 13
- 9780367435172
Contemporary Selling is the only book that combines full coverage of up-to-date personal selling processes with a straightforward look at sales management practices, delivered in a way that students want to learn and instructors want to teach. The overarching theme of the book is enabling salespeople to build relationships successfully and to create value with customers.
Johnston and Marshall have created a comprehensive, holistic source of information about the selling function in modern organizations that links the process of selling (what salespeople do) with the process of managing salespeople (what sales managers do). A strong focus on the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics, means the book continues to set the standard for the most up-to-date and student-friendly selling book on the market today. Pedagogical features include:
- updated mini cases to engage students and reinforce learning objectives;
- Ethical Dilemma and Global Connection boxes that simulate real-world challenges faced by salespeople and their managers;
- Role Play exercises that enable students to learn by doing; and
- updated discussion queries to drive classroom discussion and help students connect important concepts.
This fully updated new edition is an invaluable resource for students of personal selling at both undergraduate and postgraduate levels.
Supplementary resources include an instructor’s manual, PowerPoint slides, and other tools to provide additional support for students and instructors.
"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 at Rollins College in Florida, USA, and is a consultant for firms in the personal health care, chemical, transportation, service, and telecommunications industries.
Greg W. Marshall is the Charles Harwood Professor of Marketing and Strategy at Rollins College in Florida, USA, and is a Professor of Marketing and Sales at the Aston Business School in Birmingham, UK.
"About the title" may belong to another edition of this title.
Indiana Book Company
Marion, IN, U.S.A.
AbeBooks seller since January 16, 2014
Shipping rates within U.S.A.
| Item | 5 to 21 business days | 3 to 6 business days |
|---|---|---|
| First item | £ 2.40 | £ 4.06 |
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Slingshot, LP
1500 S Western Ave
Marion, IN U.S.A. 46953
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