Contemporary Selling
Routledge (Verlag)
978-0-415-52350-9 (ISBN)
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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 .
Mark W. Johnston is the Alan and Sandra Gerry Professor of Marketing and Ethics at Rollins College, USA. Greg W. Marshall is the Charles Harwood Professor of Marketing and Strategy at Rollins College, USA.
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
| Zusatzinfo | Adaption of Cultural Anthropology; 30 Line drawings, black and white; 80 Illustrations, black and white |
|---|---|
| Verlagsort | London |
| Sprache | englisch |
| Maße | 216 x 279 mm |
| Gewicht | 1009 g |
| Themenwelt | Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb |
| ISBN-10 | 0-415-52350-8 / 0415523508 |
| ISBN-13 | 978-0-415-52350-9 / 9780415523509 |
| Zustand | Neuware |
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