Contemporary Selling: Building Relationships, Creating Value by Johnston, Mark W.
Contemporary Selling: Building Relationships, Creating Value by Johnston, Mark W.

Contemporary Selling: Building Relationships, Creating Value

Contemporary Selling is the only book that combines full coverage of up-to-date personal selling processes with a...
HK$2,265.96
HK$2,265.96
SKU: 9780367435172
Product Type: Books
Please hurry! Only 357 left in stock
Author: Mark W. Johnston
Format: Paperback
Language: English
Subtotal: $2,265.96
Contemporary Selling: Building Relationships, Creating Value by Johnston, Mark W.

Contemporary Selling: Building Relationships, Creating Value

$2,265.96
Contemporary Selling: Building Relationships, Creating Value by Johnston, Mark W.

Contemporary Selling: Building Relationships, Creating Value

$2,265.96
Author: Mark W. Johnston
Format: Paperback
Language: English
Description

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. 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 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. Pedagogical features include:

  • updated mini cases to engage students and reinforce learning objectives;

  • Ethical Dilemma and Global Connection boxes that simulate real-world challenges faced by salespeople and their managers;

  • Role Play exercises that enable students to learn by doing; and

  • updated discussion queries to drive classroom discussion and help students connect important concepts.

This fully updated new edition is an invaluable resource for students of personal selling at both undergraduate and postgraduate levels.

Supplementary resources include an instructor's manual, PowerPoint slides, and other tools to provide additional support for students and instructors.

Author: Mark W. Johnston, Greg W. Marshall
Publisher: Routledge
Published: 08/02/2021
Pages: 436
Binding Type: Paperback
Weight: 2.16lbs
Size: 11.00h x 8.25w x 0.89d
ISBN: 9780367435172

About the Author

Mark W. Johnston is the Alan and Sandra Gerry Professor of Marketing and Ethics 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 a Professor of Marketing and Sales at the Aston Business School in Birmingham, UK.




This title is not returnable
Shipping & Return

Returns Policy

You may return most new, unopened items within 30 days of delivery for a full refund. We'll also pay the return shipping costs if the return is a result of our error (you received an incorrect or defective item, etc.).

You should expect to receive your refund within four weeks of giving your package to the return shipper, however, in many cases you will receive a refund more quickly. This time period includes the transit time for us to receive your return from the shipper (5 to 10 business days), the time it takes us to process your return once we receive it (3 to 5 business days), and the time it takes your bank to process our refund request (5 to 10 business days).

If you need to return an item, simply login to your account, view the order using the "Complete Orders" link under the My Account menu and click the Return Item(s) button. We'll notify you via e-mail of your refund once we've received and processed the returned item.

Shipping

We can ship to virtually any address in the world. Note that there are restrictions on some products, and some products cannot be shipped to international destinations.

When you place an order, we will estimate shipping and delivery dates for you based on the availability of your items and the shipping options you choose. Depending on the shipping provider you choose, shipping date estimates may appear on the shipping quotes page.

Please also note that the shipping rates for many items we sell are weight-based. The weight of any such item can be found on its detail page. To reflect the policies of the shipping companies we use, all weights will be rounded up to the next full pound.

Review