02118cam a2200409 i 4500 3150 3150 18762194 OSt 20250222145043.0 150827s2016 nyu 000 0 eng 2015031607 9781138951228 (hbk) 9781138951235 (pbk) 9781315668345 (ebk) KyUL eng KyUL rda EN pcc HF5438.25 .J64 2016 658.85 23 Johnston, Mark W. Contemporary selling : building relationships, creating value / Mark W. Johnston and Greg W. Marshall. Fifth Edition. New York : Routledge, Taylor & Francis Group, [2016]. xxi, 413 pages ; 29 cm text rdacontent unmediated rdamedia volume rdacarrier Revised edition of the authors' Contemporary selling, 2013. 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. Selling. Marketing School of Business and Education Relationship marketing. Customer relations. Marshall, Greg W. Johnston, Mark W. Relationship selling. 7 cbc orignew 1 ecip 20 y-gencatlg lcc LLB 0 0 lcc 0 0 NFIC KyUCL KyUCL GEN 2017-02-02 Purchse 11396.00 6 HF5438.25 .J64 2016 KYU/2017/5310 2026-03-30 2025-10-29 2017-02-02 LLB