Contemporary Selling: Building Relationships, Creating Value

ISBN-13: 9780367435172 / Angielski / Miękka / 2021 / 436 str.

Mark W. Johnston; Greg W. Marshall

Opis

This is the only book that combines full coverage of up-to-date personal selling processes with a straightforward look at sales management practices, delivered in a way that students want to learn and instructors want to teach. It enables salespeople to build relationships successfully and create value with customers.

Spis treści

Part 1: 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, Sales Technologies, and Sales Analytics  Part 2: 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. Salesperson Self-Management  Part 3: Managing the Contemporary Selling Process  11. Salesperson Performance: Behavior, Motivation, and Role Perceptions  12. Recruiting, Selecting, and Training Salespeople  13. Compensating and Evaluating Salespeople  14. Global Perspectives on Contemporary Selling