| Description |
1 online resource (xxii, 411 pages) : color illustrations, photograph |
| Contents |
pt. 1. What is contemporary selling? -- pt. 2. Elements of the contemporary selling process -- pt. 3. Managing the contemporary selling process |
| Summary |
Rev. ed. of: Relationship selling. 3rd ed. c2010. 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. Further resources for instructors and students are available at www.routledge.com/cw/johnston-9780415523509 . 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. Further resources for instructors and students are available at www.routledge.com/cw/johnston-9780415523509 |
| Bibliography |
Includes bibliographical references and index |
| Notes |
Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force. WlAbNL |
|
English |
|
Online resource; title from title page (ebrary, viewed August 29, 2013) |
| Subject |
Selling.
|
|
Relationship marketing.
|
|
Customer relations.
|
|
selling.
|
|
BUSINESS & ECONOMICS -- Marketing -- General.
|
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BUSINESS & ECONOMICS -- Customer Relations.
|
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Customer relations
|
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Relationship marketing
|
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Selling
|
| Form |
Electronic book
|
| Author |
Marshall, Greg W
|
| LC no. |
2012030579 |
| ISBN |
9781136324451 |
|
1136324453 |
|
9780415523493 |
|
0415523494 |
|
9780415523509 |
|
0415523508 |
|
9780203120965 |
|
0203120965 |
|
1136324461 |
|
9781136324468 |
|
