Johnston, Mark W.,
Contemporary selling : building relationships, creating value / Mark W. Johnston and Greg W. Marshall. - Fifth Edition. - xxi, 413 pages ; 29 cm
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.
9781138951235 (pbk) 9781138951228 (hbk)
2015031607
Selling.
Relationship marketing.
Customer relations.
658.85 , C6/3 The Aryas Book Centre
Contemporary selling : building relationships, creating value / Mark W. Johnston and Greg W. Marshall. - Fifth Edition. - xxi, 413 pages ; 29 cm
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.
9781138951235 (pbk) 9781138951228 (hbk)
2015031607
Selling.
Relationship marketing.
Customer relations.
658.85 , C6/3 The Aryas Book Centre