Contemporary Selling

Building Relationships, Creating Value

Business & Finance, Marketing & Sales, Customer Service, Sales & Selling
Cover of the book Contemporary Selling by Mark W. Johnston, Greg W. Marshall, Taylor and Francis
View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart
Author: Mark W. Johnston, Greg W. Marshall ISBN: 9781317360827
Publisher: Taylor and Francis Publication: February 19, 2016
Imprint: Routledge Language: English
Author: Mark W. Johnston, Greg W. Marshall
ISBN: 9781317360827
Publisher: Taylor and Francis
Publication: February 19, 2016
Imprint: Routledge
Language: English

Contemporary Selling is the only book on the market that combines full coverage of 21st century personal selling processes with a basic look at sales management practices in a way that students want to learn and instructors want to teach. The overarching theme of the book is enabling salespeople to build relationships successfully and to create value with customers.

Johnston and Marshall have created a comprehensive, holistic source of information about the selling function in modern organizations that links the process of selling (what salespeople do) with the process of managing salespeople (what sales managers do). A strong focus on the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics, means the book continues to set the standard for the most up-to-date and student-friendly selling book on the market today.

Pedagogical features include: 

  • Mini-cases to help students understand and apply the principles they have learned in the classroom
  • Ethical Dilemma and Global Connection boxes that simulate real-world challenges faced by salespeople and their managers
  • Role Plays that enable students to learn by doing

A companion website includes an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

Contemporary Selling is the only book on the market that combines full coverage of 21st century personal selling processes with a basic look at sales management practices in a way that students want to learn and instructors want to teach. The overarching theme of the book is enabling salespeople to build relationships successfully and to create value with customers.

Johnston and Marshall have created a comprehensive, holistic source of information about the selling function in modern organizations that links the process of selling (what salespeople do) with the process of managing salespeople (what sales managers do). A strong focus on the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics, means the book continues to set the standard for the most up-to-date and student-friendly selling book on the market today.

Pedagogical features include: 

A companion website includes an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.

More books from Taylor and Francis

Cover of the book From African to Yankee by Mark W. Johnston, Greg W. Marshall
Cover of the book Colloquial Norwegian by Mark W. Johnston, Greg W. Marshall
Cover of the book War and Photography by Mark W. Johnston, Greg W. Marshall
Cover of the book Bills of Rights by Mark W. Johnston, Greg W. Marshall
Cover of the book Europeanization of Judicial Review by Mark W. Johnston, Greg W. Marshall
Cover of the book Strategic Marketing by Mark W. Johnston, Greg W. Marshall
Cover of the book Categorisation in Indian Philosophy by Mark W. Johnston, Greg W. Marshall
Cover of the book Law, Palliative Care and Dying by Mark W. Johnston, Greg W. Marshall
Cover of the book Spiritual Shakespeares by Mark W. Johnston, Greg W. Marshall
Cover of the book Foundations of Real-World Economics by Mark W. Johnston, Greg W. Marshall
Cover of the book The Territories of Identity by Mark W. Johnston, Greg W. Marshall
Cover of the book The International Criminal Court and Global Social Control by Mark W. Johnston, Greg W. Marshall
Cover of the book Resources, Technology and Strategy by Mark W. Johnston, Greg W. Marshall
Cover of the book Readying Cavalli's Operas for the Stage by Mark W. Johnston, Greg W. Marshall
Cover of the book Young People, Crime and Justice by Mark W. Johnston, Greg W. Marshall
We use our own "cookies" and third party cookies to improve services and to see statistical information. By using this website, you agree to our Privacy Policy