Johnston, Mark W.
Contemporary selling : building relationships, creating value / Mark W. Johnston and Greg W. Marshall. - 4th ed. - New York : Routledge, c2013. - xviii, 411 p. : col. ill. ; 28 cm.
Rev. ed. of: Relationship selling. 3rd ed. c2010.
Includes bibliographical references and index.
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 .
9780415523509 (pbk) 9780203120965 (ebk)
2012030579
Selling.
Relationship marketing.
Customer relations.
HF5438.25 / .J655 2013
658.85
Contemporary selling : building relationships, creating value / Mark W. Johnston and Greg W. Marshall. - 4th ed. - New York : Routledge, c2013. - xviii, 411 p. : col. ill. ; 28 cm.
Rev. ed. of: Relationship selling. 3rd ed. c2010.
Includes bibliographical references and index.
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 .
9780415523509 (pbk) 9780203120965 (ebk)
2012030579
Selling.
Relationship marketing.
Customer relations.
HF5438.25 / .J655 2013
658.85