Contemporary Selling: Building Relationships, Creating Value

ISBN-13: 9781138951235

ISBN-10: 1138951234

Author: Mark W. Johnston, Greg W. Marshall

Edition: 5

Publication date:
2016
Publisher:
Routledge
Format:
Paperback 436 pages
Category:
Business, Economics
Rating:
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Summary

Acknowledged author Mark W. Johnston wrote Contemporary Selling: Building Relationships, Creating Value comprising 436 pages back in 2016. Textbook and etextbook are published under ISBN 1138951234 and 9781138951235. Since then Contemporary Selling: Building Relationships, Creating Value textbook received total rating of 3.5 stars and was available to sell back to BooksRun online for the top buyback price of $30.79 or rent at the marketplace.


Description

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.