Contemporary Selling 4e : Building Relationships, Creating Value - Johnston, Mark W.

Contemporary Selling 4e : Building Relationships, Creating Value

Mark W. Johnston

Yayınevi: Routledge

Yayın tarihi: 04/2013

ISBN: 9780415523509

Yazar : Greg W. Marshall

İngilizce | 440 Sayfa | Büyük boy  |  21,34x27,69x2,03 cm.

Tür: İşletme-Pazarlama

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Published in previous editions as Relationship Selling, the latest edition of Mark Johnston and Greg Marshall’s Contemporary Selling: Building Relationships, Creating Value continues to set the standard for the most up-to-date and student-friendly selling textbook available anywhere today.

The latest edition incorporates a new chapter on social media and technology-enabled selling, as well as a new chapter on selling globally. To support student engagement, the book also features:

‘Expert Advice’ chapter openers showing how each chapter’s sales concepts are applied in the real world

In-chapter ‘Ethical Dilemmas’ that help students identify and handle effectively the numerous ethical issues that arise in selling

Mini-cases to help students understand and apply the principles they have learned in the classroom

Role-plays at the end of each chapter enabling students to learn by doing

Special appendices on selling math and developing a professional sales proposal

Video material available on the Companion Website, featuring new content with sales experts discussing best sales practices from a recent PBS special on selling produced by Chally Group Worldwide.

Further resources for instructors and students are available at www.routledge.com/cw/johnston-9780415523509 .

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