Contemporary Selling: Building Relationships, Creating Value

✍ Scribed by Johnston, Mark W.; Marshall, Greg W.

• Publisher: Routledge
• Year: 2013
• Tongue: English
• Leaves: 436
• Edition: 4th ed.
• Category: Library

✦ Synopsis

This latest edition incorporates a new chapter on social media and technology-enabled selling, as well as a new chapter on selling globally. To support student engagement, the book also features: 'Expert Advice' chapter openers showing how each chapter's sales concepts are applied in the real world; in-chapter 'Ethical Dilemmas' that help students identify and handle effectively the numerous ethical issues that arise in selling; mini-cases to help students understand and apply the principles they have learned in the classroom; role-plays at the end of each chapter enabling students to learn by doing; special appendices on selling math and developing a professional sales proposal; and video material available on the companion website, featuring the highly regarded role-play series introduced by the authors and new content with sales experts discussing best sales practices from a recent PBS special on selling produced by HR Chally.  Read more...

✦ Table of Contents

Part I: What is Contemporary Selling? 1. Introduction to Contemporary Selling 2. Understanding Sellers and Buyers 3. Value Creation in Buyer-Seller Relationships 4. Ethical and Legal Issues in Contemporary Selling 5. CRM and Sales Technologies Part II: Elements of the Contemporary Selling Process 6. Prospecting and Sales Call Planning 7. Communicating the Sales Message 8. Negotiating for Win-Win Solutions 9. Closing the Sale and Follow-up 10. Management of Time and Territory Part III: Managing the Contemporary Selling Process 11. Salesperson Motivation: Behavior, Motivation, and Role Perceptions 12. Recruiting, Selecting, and Training Salespeople 13. Compensating and Evaluating Salespeople 14. Global Perspectives on Contemporary Selling

✦ Subjects

Selling;Relationship marketing;Customer relations