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Contemporary Selling: Building Relationships, Creating Value

$109.95
| £89.84 | €104.04 | Ca$149.80 | Au$147.21
by Mark W. Johnston & Greg W. Marshall
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Contemporary Selling: Building Relationships, Creating Value by Mark W. Johnston & Greg W. Marshall

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.

Johnston and Marshall have created a comprehensive, holistic source of information about the selling function in modern organizations that links the process of selling (what salespeople do) with the process of managing salespeople (what sales managers do). A strong focus on the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics, means the book continues to set the standard for the most up-to-date and student-friendly selling book on the market today.

Pedagogical features include:?

  • Mini-cases to help students understand and apply the principles they have learned in the classroom
  • Ethical Dilemma and Global Connection boxes that simulate real-world challenges faced by salespeople and their managers
  • Role Plays that enable students to learn by doing

A companion website includes an instructor's manual, PowerPoints, and other tools to provide additional support for students and instructors.To view this DRM protected ebook on your desktop or laptop you will need to have Adobe Digital Editions installed. It is a free software. We also strongly recommend that you sign up for an AdobeID at the Adobe website. For more details please see FAQ 1&2. To view this ebook on an iPhone, iPad or Android mobile device you will need the Adobe Digital Editions app, or BlueFire Reader or Txtr app. These are free, too. For more details see this article.


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Ebook Details
Pages: 436
Size: 17.6 MB
Publisher: Routledge
Date published:   2016
ISBN: 9781317360834 (DRM-PDF)

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Copying:not allowed
Printing:not allowed
Read Aloud:  not allowed

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This ebook will NOT be sold to customers with a billing address in:
India

This product is listed in the following categories:

Nonfiction > Business & Economics > Marketing
Nonfiction > Business & Economics > Sales & Selling
Nonfiction > Business & Economics > Customer Service

These authors have products in the following categories:

Nonfiction > Business & Economics > Marketing
Nonfiction > Business & Economics > Sales & Selling
Nonfiction > Business & Economics > Customer Service

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03/27/2017
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