Contemporary Selling: Building Relationships, Creating Value

Contemporary Selling: Building Relationships, Creating Value

<EM>Contemporary Selling</EM> is the only book on the market that combines full coverage of 21<SUP>st</SUP> century personal selling processes with a basic look at sales management practices in a way that students want to learn and instructors want to teach. The overarching theme of the book is enabling salespeople to build relationships successfully and to create value with customers. <P></P> <P>Johnston and Marshall have created a comprehensive, holistic source of information about the selling function in modern organizations that links the process of selling (what salespeople do) with the process of managing salespeople (what sales managers do). A strong focus on the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics, means the book continues to set the standard for the most up-to-date and student-friendly selling book on the market today.</P> <P></P> <P>Pedagogical features include: </P> <UL> <P> <LI>Mini-cases to help students understand and apply the principles they have learned in the classroom </LI> <P></P> <P> <LI>Ethical Dilemma and Global Connection boxes that simulate real-world challenges faced by salespeople and their managers </LI> <P></P> <P> <LI>Role Plays that enable students to learn by doing </LI></UL> <P>A companion website includes an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.</P>