000			01925cam a2200265 i 4500
999			_c31671 _d31671
001			18762194
010			_a 2015031607
020			_a9781138951235
020			_a9781138951228
040			_aUOWD
082	0	0	_a658.85 JO CO
100	1		_aJohnston, Mark W. _94028
245	1	0	_aContemporary selling : _bbuilding relationships, creating value _cMark W. Johnston and Greg W. Marshall
250			_a5th ed.
260			_aNew York : _bRoutledge, Taylor & Francis Group, _cc2016.
300			_axxi, 413 p : _bill. ; _c29 cm
500			_aRevised edition of the authors' Contemporary selling, 2013.
505	0		_aPreface -- 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.
520			_aContemporary 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.
650		0	_aSelling _96093
650		0	_aRelationship marketing _9920
650		0	_aCustomer relations _96091
700	1		_aMarshall, Greg W. _93045
942			_2ddc _cREGULAR