Published in previous editions as Relationship Selling, the latest edition of Mark Johnston and Greg Marshallas 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: aExpert Advicea chapter openers showing how each chapteras sales concepts are applied in the real world In-chapter aEthical Dilemmasa 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 .Just as preparation is important to a successful presentation, it is crucial to managing customer concerns. ... For example, if you foresee price as a customer concern, develop different combinations of benefit bundles (service levels, productanbsp;...
|Author||:||Mark W. Johnston, Greg W. Marshall|
|Publisher||:||Routledge - 2013-08-15|