| LIBRARY OF CONGRESS CONTROL NUMBER |
|---|
| LC control number |
2015031607 |
| INTERNATIONAL STANDARD BOOK NUMBER |
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| International Standard Book Number |
9781138951235 |
| INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9781138951228 |
| DEWEY DECIMAL CLASSIFICATION NUMBER |
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| Call number |
658.85 JO CO |
| MAIN ENTRY--PERSONAL NAME |
|---|
| Authors |
Johnston, Mark W. |
| TITLE STATEMENT |
|---|
| Title |
Contemporary selling : |
| Subtitle |
building relationships, creating value |
| Statement of responsibility, etc |
Mark W. Johnston and Greg W. Marshall |
| EDITION STATEMENT |
|---|
| Edition |
5th ed. |
| PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
|---|
| Place of publication |
New York : |
| Publisher |
Routledge, Taylor & Francis Group, |
| Date |
c2016. |
| PHYSICAL DESCRIPTION |
|---|
| Extent |
xxi, 413 p : |
| Other Details |
ill. ; |
| Size |
29 cm |
| GENERAL NOTE |
|---|
| General note |
Revised edition of the authors' Contemporary selling, 2013. |
| CONTENTS |
|---|
| Contents |
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. |
| SUMMARY |
|---|
| Summary |
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. |
| SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical Heading |
Selling |
| SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical Heading |
Relationship marketing |
| SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical Heading |
Customer relations |
| ADDED ENTRY |
|---|
| Name |
Marshall, Greg W. |
| MAIN ENTRY--PERSONAL NAME |
|---|
| -- |
4028 |
| SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| -- |
6093 |
| SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| -- |
920 |
| SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| -- |
6091 |
| ADDED ENTRY |
|---|
| -- |
3045 |