Johnston, Mark W.
Contemporary selling : building relationships, creating value Mark W. Johnston and Greg W. Marshall - 5th ed. - New York : Routledge, Taylor & Francis Group, c2016. - xxi, 413 p : ill. ; 29 cm
Revised edition of the authors' Contemporary selling, 2013.
Preface -- What is contemporary selling? -- Introduction to contemporary selling -- Understanding sellers and buyers -- Value creation in buyer¿seller relationships -- Ethical and legal issues in contemporary selling -- Crm, sales technologies, and sales analytics -- Elements of the contemporary selling process -- Prospecting and sales call planning -- Communicating the sales message -- Negotiating for win-win solutions -- Closing the sale and follow-up -- Salesperson self-management -- Managing the contemporary selling process -- Salesperson performance: behavior, motivation, and role -- Perceptions -- Recruiting, selecting, and training salespeople -- Compensating and evaluating salespeople -- Global perspectives on contemporary selling.
Contemporary Selling is the only book on the market that combines full coverage of 21st century personal selling processes with a basic look at sales management practices 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.
9781138951235 9781138951228
2015031607
Selling
Relationship marketing
Customer relations
658.85 JO CO
Contemporary selling : building relationships, creating value Mark W. Johnston and Greg W. Marshall - 5th ed. - New York : Routledge, Taylor & Francis Group, c2016. - xxi, 413 p : ill. ; 29 cm
Revised edition of the authors' Contemporary selling, 2013.
Preface -- What is contemporary selling? -- Introduction to contemporary selling -- Understanding sellers and buyers -- Value creation in buyer¿seller relationships -- Ethical and legal issues in contemporary selling -- Crm, sales technologies, and sales analytics -- Elements of the contemporary selling process -- Prospecting and sales call planning -- Communicating the sales message -- Negotiating for win-win solutions -- Closing the sale and follow-up -- Salesperson self-management -- Managing the contemporary selling process -- Salesperson performance: behavior, motivation, and role -- Perceptions -- Recruiting, selecting, and training salespeople -- Compensating and evaluating salespeople -- Global perspectives on contemporary selling.
Contemporary Selling is the only book on the market that combines full coverage of 21st century personal selling processes with a basic look at sales management practices 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.
9781138951235 9781138951228
2015031607
Selling
Relationship marketing
Customer relations
658.85 JO CO