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

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