Mark W. Johnston: Contemporary Selling

Cover: 9781032692661 | Contemporary Selling | Building Relationships, Creating Value | Buch

Rückseite: 9781032692661 | Contemporary Selling | Building Relationships, Creating Value | Buch

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Sprache: Englisch

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Beschreibung

Contemporary Selling 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.

Über den Autor

Mark W. Johnston is the Alan and Sandra Gerry Professor of Marketing and Ethics (Emeritus) at Rollins College in Florida, USA, and is a consultant for firms in the personal health care, chemical, transportation, service, and telecommunications industries.

Greg W. Marshall is the Charles Harwood Professor of Marketing and Strategy at Rollins College in Florida, USA, and is Professor of Marketing and Sales at the Aston Business School in Birmingham, UK.

Jessica L. Ogilvie is the Edward A. Brennan Chair in Marketing and Executive Director of the Center for Professional Selling at Marquette University in Wisconsin, USA.

Inhaltsverzeichnis

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

Details

Erscheinungsjahr:	2025
Fachbereich:	Allgemeines
Genre:	Importe , Wirtschaft
Rubrik:	Recht & Wirtschaft
Medium:	Taschenbuch
Inhalt:	Einband - flex.(Paperback)
ISBN-13:	9781032692661
ISBN-10:	1032692669
Sprache:	Englisch
Einband:	Kartoniert / Broschiert
Autor:	Johnston, Mark W. Marshall, Greg W. Ogilvie, Jessica L.
Auflage:	7. Auflage
Hersteller:	Routledge
Verantwortliche Person für die EU:	Libri GmbH, Europaallee 1, D-36244 Bad Hersfeld, gpsr@libri.de
Maße:	280 x 210 x 25 mm
Von/Mit:	Mark W. Johnston (u. a.)
Erscheinungsdatum:	13.04.2025
Gewicht:	1,126 kg