Mark W. Johnston, Greg W. Marshall

Contemporary Selling (eBook, ePUB)

Building Relationships, Creating Value

• Format: ePub

Produktbeschreibung

This is the only book that combines full coverage of up-to-date personal selling processes with a straightforward look at sales management practices, delivered in a way that students want to learn and instructors want to teach. It enables salespeople to build relationships successfully and create value with customers.

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Produktdetails

• Verlag: Taylor & Francis
• Seitenzahl: 436
• Erscheinungstermin: 1. August 2021
• Englisch
• ISBN-13: 9781000428711
• Artikelnr.: 62001556

Autorenporträt

Mark W. Johnston is the Alan and Sandra Gerry Professor of Marketing and Ethics at Rollins College in Florida, USA, and is a consultant for firms in the personal health care, chemical, transportation, service, and telecommunications industries.

Greg W. Marshall is the Charles Harwood Professor of Marketing and Strategy at Rollins College in Florida, USA, and is a Professor of Marketing and Sales at the Aston Business School in Birmingham, UK.

Inhaltsangabe

Part 1: 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, Sales Technologies, and Sales Analytics Part 2: 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. Salesperson Self-Management Part 3:
Managing the Contemporary Selling Process 11. Salesperson Performance:
Behavior, Motivation, and Role Perceptions 12. Recruiting, Selecting, and
Training Salespeople 13. Compensating and Evaluating Salespeople 14. Global
Perspectives on Contemporary Selling