Contemporary selling : building relationships, creating value
By: Johnston, Mark W
Title By: Marshall, Greg W
Material type:![](/opac-tmpl/lib/famfamfam/BK.png)
Item type | Home library | Call number | Status | Date due | Barcode | Item holds |
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REGULAR | University of Wollongong in Dubai Main Collection | 658.85 JO CO (Browse shelf) | Available | T0056809 |
, Shelving location: Main Collection Close shelf browser
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658.85 HE ST Strategies for selling | 658.85 HO SE Selling / | 658.85 JO CO Contemporary selling : building relationships, creating value / | 658.85 JO CO Contemporary selling : | 658.85 KI SE The secrets of selling : how to win in any sales situation / | 658.85 KO AR The art of influencing and selling / | 658.85 KO SN Snap selling : speed up sales and win more business with today's frazzled customers / |
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.