Contemporary selling : building relationships, creating value / Mark W. Johnston and Greg W. Marshall.
By: Johnston, Mark W [author.].
Contributor(s): Marshall, Greg W | Johnston, Mark W. Relationship selling.
Material type:
BookPublisher: New York : Routledge, Taylor & Francis Group, [2016].Edition: Fifth Edition.Description: xxi, 413 pages ; 29 cm.Content type: text Media type: unmediated Carrier type: volumeISBN: 9781138951235 (pbk); 9781138951228 (hbk).Subject(s): Selling | Relationship marketing | Customer relationsDDC classification: 658.85 | Item type | Current location | Call number | Copy number | Status | Date due |
|---|---|---|---|---|---|
Monograph
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Indian Institute of Management Udaipur C6/3 | 658.85 (Browse shelf) | 1 | Available |
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.
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