Contemporary Selling: Building Relationships, Creating Value

Contemporary Selling is the only book that combines personal selling processes with sales management practices, focusing on building relationships and creating value with customers. It includes updated mini cases, Ethical Dilemma and Global Connection boxes, Role Play exercises, and discussion queries. It is an invaluable resource for students of personal selling at both undergraduate and postgraduate levels.

Format: Paperback / softback
Length: 436 pages
Publication date: 02 August 2021
Publisher: Taylor & Francis Ltd

Contemporary Selling is a groundbreaking book that seamlessly blends comprehensive coverage of modern personal selling processes with an insightful examination of sales management practices. Written in a engaging and accessible style, it caters to the unique learning preferences of students while providing valuable insights for instructors. At its core, the book aims to empower salespeople to establish successful relationships and create meaningful value for customers.

Johnston and Marshall, the authors, have crafted a comprehensive and holistic resource that bridges the gap between selling and sales management. This invaluable book delves into the intricacies of the selling function within modern organizations, seamlessly linking the actions of salespeople with the strategies employed by sales managers. A strong emphasis on contemporary tools and techniques, including customer relationship management (CRM), social media, and technology-enabled selling, ensures that the book remains at the forefront of the most up-to-date and student-friendly selling literature available.

To enhance the learning experience, the book incorporates a range of pedagogical features. Updated mini cases engage students and reinforce learning objectives, while Ethical Dilemma and Global Connection boxes simulate real-world challenges faced by salespeople and their managers. Role Play exercises allow students to apply their knowledge in practical scenarios, fostering a deeper understanding of the selling process. Additionally, updated discussion queries stimulate classroom discussions and help students connect important concepts.

This fully updated new edition of Contemporary Selling is an indispensable resource for students pursuing personal selling at both undergraduate and postgraduate levels. In addition to the main text, it offers a comprehensive instructors manual, PowerPoint slides, and other supplementary materials to provide additional support for students and instructors. By embracing the latest trends and techniques, this book equips students with the skills and knowledge necessary to thrive in the dynamic world of sales.

Weight: 1166g
Dimension: 211 x 279 x 30 (mm)
ISBN-13: 9780367435172
Edition number: 6 New edition