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Contemporary Selling Building Relationships, Creating Value

ISBN-10: 0415523508
ISBN-13: 9780415523509
Edition: 4th 2013 (Revised)
List price: $49.99 Buy it from $28.88
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Description: Relationship Selling provides students with a comprehensive resource on the selling function. It is the only book that integrates critical tools for managing the buyer-seller relationship with the skills necessary to manage a sales force. The book  More...

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Book details

List price: $49.99
Edition: 4th
Copyright year: 2013
Publisher: Taylor & Francis Group
Publication date: 3/21/2013
Binding: Paperback
Pages: 418
Size: 8.50" wide x 10.75" long x 1.00" tall
Weight: 2.684
Language: English

Relationship Selling provides students with a comprehensive resource on the selling function. It is the only book that integrates critical tools for managing the buyer-seller relationship with the skills necessary to manage a sales force. The book presents state of the art sales methodology to enhance the student’s knowledge base and skill set. The latest edition of Johnston and Marshall’s leading book incorporates new chapters on social media and technology-enabled selling. To support student engagement, the book also features:Cases to help students understand and apply the principles they have learned in the classroom‘Ethical dilemmas’ that simulate real-world problems faced by salespeople and their managers‘Expert advice’ boxes showing how real salespeople apply the sales concepts in their workRole plays at the end of each chapter enabling students to learn by doingAppendices with additional information, such as the template for developing a sales proposal As customers’ expectations have shifted toward building relationships with their suppliers, sales models have adapted to focus on creating and communicating value for customers, as well as managing the relationship between the buyer and the seller. Relationship Sellingoffers a relevant and current approach with a value focus that makes it a key textbook for any student of personal selling or sales management.

Greg W. Marshall is the Charles Harwood Professor of Marketing and Strategy in the Roy E. Crummer Graduate School of Business at Rollins College in Winter Park, Florida. He also serves as Vice President for Strategic Marketing for Rollins College. He earned his Ph.D. in Business Administration from Oklahoma State University, taking a marketing major and management minor, and holds a BSBA in marketing and MBA from the University of Tulsa. Prior to joining Rollins, Greg was on the faculty at the University of South Florida, Texas Christian University, and Oklahoma State University. Prior to returning to school for his doctorate, Greg’s managerial industry experience included thirteen years in consumer packaged goods and retailing with companies such as Warner Lambert, Mennen, and Target Corporation. He also has considerable experience as a consultant and trainer for a variety of organizations in industries such as hospitality, financial services/insurance, defense contracting, consumer products, information technology, government, and not-for-profit. Greg has been heavily involved in teaching Marketing Management at multiple universities to both MBA and undergraduate students and has been the recipient of several teaching awards both within his schools and within the marketing discipline. He is Editor of the Journal of Marketing Theory and Practice and from 2002-05 was Editor of the Journal of Personal Selling & Sales Management. Greg serves on the editorial review boards of the Journal of the Academy of Marketing Science, Industrial Marketing Management, and Journal of Business Research, among others. Greg’s published research focuses on the areas of decision making by marketing managers, intraorganizational relationships, and sales force performance issues. Greg is Past President of the American Marketing Association Academic Division and also was a founder and served for five years on its Strategic Planning Group. He is a Fellow and Past-President of the Society for Marketing Advances, presently serves as President-Elect for the Academy of Marketing Science, and is a member of the board of directors of the Direct Selling Education Foundation.

What is Contemporary Selling?
Introduction to Contemporary Selling
Understanding Sellers and Buyers
Value Creation in Buyer-Seller Relationships
Ethical and Legal Issues in Contemporary Selling
CRM and Sales Technologies
Elements of the Contemporary Selling Process
Prospecting and Sales Call Planning
Communicating the Sales Message
Negotiating for Win-Win Solutions
Closing the Sale and Follow-up
Management of Time and Territory
Managing the Contemporary Selling Process
Salesperson Performance: Behavior, Motivation, and Role Perceptions
Recruiting, Selecting, and Training Salespeople
Compensating and Evaluating Salespeople
Global Perspectives on Contemporary Selling

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