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" Contemporary selling : "
Mark W. Johnston and Greg W. Marshall.
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BL
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| Record Number
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892065
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| Main Entry
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Johnston, Mark W.
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| Title & Author
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Contemporary selling : : building relationships, creating value /\ Mark W. Johnston and Greg W. Marshall.
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| Edition Statement
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4th ed.
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| Publication Statement
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New York :: Routledge,, 2013.
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| Page. NO
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xviii, 411 pages :: color illustrations ;; 29 cm
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| ISBN
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0203120965
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: 0415523494
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: 0415523508
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: 9780203120965
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: 9780415523493
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: 9780415523509
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9781136324406
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9781136324413
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9781136324437
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9781136324451
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9781136324468
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| Notes
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Revised edition of: Relationship selling. 3rd ed. c2010.
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| Bibliographies/Indexes
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Includes bibliographical references and index.
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| Abstract
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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.
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| Subject
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Customer relations.
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Relationship marketing.
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Selling.
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Customer relations.
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Relationship marketing.
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Selling.
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| Dewey Classification
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658.85
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| LC Classification
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HF5438.25.J655 2013
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| Added Entry
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Johnston, Mark W.
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Marshall, Greg W.
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