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Contemporary Selling
Mark W. Johnston, Greg W. Marshall
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Últimas novedades
management
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Published in previous editions as Relationship Selling, the latest edition of Mark Johnston and Greg Marshall’s Contemporary Selling: Building Relationships, Creating Value continues to set the standard for the most up-to-date and student-friendly selling textbook available anywhere today.
The 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
•Video material available on the Companion Website, featuring new content with sales experts discussing best sales practices from a recent PBS special on selling produced by Chally Group Worldwide.
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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
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