Johnston, Mark W. <br/><br/>
Contemporary selling :  building relationships, creating value / 
Mark W. Johnston and Greg W. Marshall. 
 - Fifth Edition. 
 - xxi, 413 pages ;  29 cm 
<br/><br/> Revised edition of the authors' Contemporary selling, 2013. 
<br/><br/>Preface -- What is contemporary selling? -- Introduction to contemporary selling -- Understanding sellers and buyers -- Value creation in buyer¿seller relationships -- Ethical and legal issues in contemporary selling -- Crm, sales technologies, and sales analytics -- Elements of the contemporary selling process -- Prospecting and sales call planning -- Communicating the sales message -- Negotiating for win-win solutions -- Closing the sale and follow-up -- Salesperson self-management -- Managing the contemporary selling process -- Salesperson performance: behavior, motivation, and role -- Perceptions -- Recruiting, selecting, and training salespeople -- Compensating and evaluating salespeople -- Global perspectives on contemporary selling. 
<br/><br/><label>ISBN: </label>9781138951228 (hbk) 9781138951235 (pbk) 
<br/><br/><label>LCCN: </label>2015031607 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Selling.--School of Business and Education<br/>Relationship marketing.<br/>Customer relations.
<br/><br/><label>LC Class. No.: </label>HF5438.25  / .J64 2016 
<br/><br/><label>Dewey Class. No.: </label>658.85