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Contemporary Selling Building Relationships, Creating Value - 5th Edition

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ISBN-10: 1138951234

ISBN-13: 9781138951235

Edition: 5th 2016 (Revised)

Authors: Mark W. Johnston, Greg W. Marshall

List price: $83.99
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Description:

Contemporary Selling is the only book on the market that combines full coverage of 21st century personal selling processes with a basic look at sales management practices 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…    
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Book details

List price: $83.99
Edition: 5th
Copyright year: 2016
Publisher: Taylor & Francis Group
Publication date: 3/29/2016
Binding: Paperback
Pages: 436
Size: 8.75" wide x 11.00" long x 0.80" tall
Weight: 3.036
Language: English

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…