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Contemporary Selling: Building Relationships, Creating Value (5th Edition) - eBook

Contemporary Selling: Building Relationships, Creating Value (5th Edition) – PDF

eBook details

  • Authors: Mark W. Johnston, Greg W. Marshall
  • File Size: 5 MB
  • Format: ePub
  • Length: 436 Pages
  • Publisher: Routledge; 5th edition
  • Publication Date: February 24, 2016
  • Language: English
  • ASIN: 1138951234
  • ISBN-10: 1315668343, 1317360826, 1138951234
  • ISBN-13: 9781138951235, 9781315668345, 9781317360827

Original price was: $82.84.Current price is: $15.00.

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About The Author

Greg W. Marshall

Greg W. Marshall

Professor Greg W. Marshall is the Charles Harwood Professor of Marketing and Strategy at Rollins College, USA. He is also the Associate Dean for Academics and the Academic Director for the Executive DBA Program. For over 3 years he served as Vice President for Strategic Marketing for Rollins. In 2012 Dr. Marshall received Bornstein Award for Faculty Scholarship. He was previously on the faculty at Oklahoma State University, TCU, and the University of South Florida where he served as doctoral program coordinator for the marketing department.

Professor Marshall’s managerial industry experience includes over thirteen years with companies such as Mennen, Warner-Lambert, and Target Corporation. He has been heavily involved in teaching in Executive MBA and MBA programs, as well as at the doctoral level. His primary teaching focus at all these levels is on strategy-related courses (such as Introduction to Strategy, Strategic Marketing, and Sales and Relationship Management).

He has written many textbooks related to Marketing. He is also the co-editor, with Mark W. Johnston, of Sales Force Management and the forthcoming Routledge Companion to Selling and Sales Management.

Mark W. Johnston

Mark W. Johnston

Dr. Mark Johnston is the Professor of Marketing and Ethics at the Crummer Graduate School of Business at Rollins College. He previously taught at Louisiana State University and the Texas A&M. Mark has published extensively on a variety of marketing topics and has worked with a number of multinational corporations, including Bayer Chemical, Ford, and Daimler-Benz.

Dr. Johnston's research focuses on the topics of salesperson motivation, sales force effectiveness, employee turnover, CEO priorities, and ethical business strategy. He is also noted for his expertise in teaching seminars on a variety of international marketing topics.

He is co-author of Sales Force Management, Contemporary Selling, and Marketing Management and Essentials of Marketing Management.

Contemporary Selling, 5th Edition,(PDF) is the only ebook in the marketplace that integrates full protection of twenty first-century private promoting processes with a basic take a look at gross sales administration practices in a approach that college students wish to be taught and lecturers wish to educate. The overarching theme of the ebook is enabling salespeople to assemble relationships efficiently and to construct worth with prospects. Johnston and Marshall have created a holistic, complete supply of details about the promoting operate in trendy organizations that connects the method of promoting (what salespeople do) with the method of dealing with salespeople (what gross sales managers do). A powerful emphasis on the trendy instruments of promoting, like gross sales analytics, buyer relationship administration (CRM), social media, and know-how-enabled promoting means the ebook continues to set the usual for the most recent and pupil-pleasant promoting ebook in the marketplace at the moment. Instructional options embody:

  • Role Plays that permit faculty college students be taught by doing
  • Mini-cases to help college students to know and apply the codes they’ve discovered within the classroom
  • Ethical Dilemma and Global Connection containers that simulate actual-world challenges confronted by managers and salespeople

A companion web site options an teacher’s guide, PowerPoints, and different teacher instruments (not included on this sale) to supply further help for faculty college students and instructors.

Reviews

“This is a complete textual content that gives all it is advisable learn about B2B promoting from a private promoting and gross sales administration context. It is informative with glorious supporting studying supplies, useful within the classroom. I plan to make use of this ebook in each my undergraduate and postgraduate programs.” — Tony Douglas, Edinburgh Napier University Business School, UK “This is a superb ebook that I’ve been utilizing in my ‘Personal Selling and Sales Management’ lessons since 2005! Balanced, up-to-date protection of broader enterprise points associated to gross sales; methods, and know-how of gross sales; and gross sales administration. My college students have praised the textual content supplies as each partaking and a useful useful resource.” — Amit Mukherjee, Stockton University, USA NOTE: The product only contains the ebook Contemporary Selling: Building Relationships, Creating Value 5th version within the unique ePub format. A transformed PDF is obtainable upon request. No access codes are included.  

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