Contemporary Selling

Contemporary Selling

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Published in previous editions as Relationship Selling, the latest edition of Mark Johnston and Greg Marshalla€™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: a€˜Expert Advicea€™ chapter openers showing how each chaptera€™s sales concepts are applied in the real world In-chapter a€˜Ethical 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 .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;...

Title:Contemporary Selling
Author:Mark W. Johnston, Greg W. Marshall
Publisher:Routledge - 2013-08-15


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