{"product_id":"contemporary-selling-building-relationships-creating-value-paperback","title":"Contemporary Selling: Building Relationships, Creating Value - Paperback","description":"\u003cp\u003eby \u003cb\u003eMark W. Johnston\u003c\/b\u003e (Author), \u003cb\u003eGreg W. Marshall\u003c\/b\u003e (Author)\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eContemporary 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.\u003c\/p\u003e\u003cp\u003eJohnston 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: \u003c\/p\u003e\u003cul\u003e \u003cp\u003e \u003c\/p\u003e \u003cli\u003eupdated mini cases to engage students and reinforce learning objectives;\u003c\/li\u003e \u003cp\u003e \u003c\/p\u003e \u003cli\u003eEthical Dilemma and Global Connection boxes that simulate real-world challenges faced by salespeople and their managers;\u003c\/li\u003e \u003cp\u003e \u003c\/p\u003e \u003cli\u003eRole Play exercises that enable students to learn by doing; and\u003c\/li\u003e \u003cp\u003e \u003c\/p\u003e \u003cli\u003eupdated discussion queries to drive classroom discussion and help students connect important concepts.\u003c\/li\u003e \u003c\/ul\u003e\u003cp\u003eThis fully updated new edition is an invaluable resource for students of personal selling at both undergraduate and postgraduate levels.\u003c\/p\u003e\u003cp\u003eSupplementary resources include an instructor's manual, PowerPoint slides, and other tools to provide additional support for students and instructors.\u003c\/p\u003e\u003ch3\u003eAuthor Biography\u003c\/h3\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003cstrong\u003eMark W. Johnston\u003c\/strong\u003e 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.\u003c\/p\u003e\u003cp\u003eGreg 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.\u003c\/p\u003e\u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 436\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 0.89 x 11 x 8.25 IN\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003eIllustrated:\u003c\/strong\u003e Yes\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e August 02, 2021\u003c\/div\u003e","brand":"Books by splitShops","offers":[{"title":"Default Title","offer_id":42743974953023,"sku":"9780367435172","price":223.56,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0105\/8226\/1823\/files\/c237ce43486072f233baabc404bd3058.webp?v=1765166599","url":"https:\/\/dhlswag.com\/products\/contemporary-selling-building-relationships-creating-value-paperback","provider":"BBB","version":"1.0","type":"link"}