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Contemporary Selling: Building Relationships, Creating Value,Used
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Contemporary Selling is the only book on the market that combines full coverage of 21st 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.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 technologyenabled selling, and sales analytics, means the book continues to set the standard for the most uptodate and studentfriendly selling book on the market today.Pedagogical features include:Minicases to help students understand and apply the principles they have learned in the classroomEthical Dilemma and Global Connection boxes that simulate realworld challenges faced by salespeople and their managersRole Plays that enable students to learn by doingA companion website includes an instructors manual, PowerPoints, and other tools to provide additional support for students and instructors.
⚠️ WARNING (California Proposition 65):
This product may contain chemicals known to the State of California to cause cancer, birth defects, or other reproductive harm.
For more information, please visit www.P65Warnings.ca.gov.