000			02118cam a2200409 i 4500
999			_c3150 _d3150
001			18762194
003			OSt
005			20250222145043.0
008			150827s2016 nyu 000 0 eng
010			_a 2015031607
020			_a9781138951228 (hbk)
020			_a9781138951235 (pbk)
020			_z9781315668345 (ebk)
040			_aKyUL _beng _cKyUL _erda
041			_aEN
042			_apcc
050	0	0	_aHF5438.25 _b.J64 2016
082	0	0	_a658.85 _223
100	1		_aJohnston, Mark W.
245	1	0	_aContemporary selling : _bbuilding relationships, creating value / _cMark W. Johnston and Greg W. Marshall.
250			_aFifth Edition.
264		1	_aNew York : _bRoutledge, Taylor & Francis Group, _c[2016].
300			_axxi, 413 pages ; _c29 cm
336			_atext _2rdacontent
337			_aunmediated _2rdamedia
338			_avolume _2rdacarrier
500			_aRevised edition of the authors' Contemporary selling, 2013.
505	0		_aPreface -- 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.
650		0	_aSelling. _2Marketing _xSchool of Business and Education
650		0	_aRelationship marketing.
650		0	_aCustomer relations.
700	1		_aMarshall, Greg W.
700	1		_aJohnston, Mark W. _tRelationship selling.
906			_a7 _bcbc _corignew _d1 _eecip _f20 _gy-gencatlg
942			_2lcc _cLLB