Contemporary selling : building relationships, creating value / Mark W. Johnston and Greg W. Marshall.
By: Johnston, Mark W.
Contributor(s): Marshall, Greg W | Johnston, Mark W. Relationship selling.
Material type:
TextPublisher: New York : Routledge, Taylor & Francis Group, [2016]Edition: Fifth Edition.Description: xxi, 413 pages ; 29 cm.Content type: text Media type: unmediated Carrier type: volumeISBN: 9781138951228 (hbk); 9781138951235 (pbk).Subject(s): Selling. -- School of Business and Education | Relationship marketing | Customer relationsDDC classification: 658.85 | Item type | Current location | Collection | Call number | Status | Date due | Barcode | Item holds |
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Long Loan Book
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Kirinyaga University Library General Stacks | Non-fiction | HF5438.25 .J64 2016 (Browse shelf) | Available | KYU/2017/5310 |
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.