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

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

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: $13.00.

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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 on the market that integrates full coverage of 21st-century personal selling processes with a fundamental look at sales management practices in a way that students want to learn and teachers want to teach. The overarching theme of the ebook is enabling salespeople to construct relationships successfully and to build value with customers. Johnston and Marshall have created a holistic, comprehensive source of information about the selling function in modern organizations that connects the process of selling (what salespeople do) with the process of handling salespeople (what sales managers do). A strong emphasis on the modern tools of selling, like sales analytics, customer relationship management (CRM), social media, and technology-enabled selling means the ebook continues to set the standard for the latest and student-friendly selling ebook on the market today.

Instructional features include:

  • Role Plays that let college students learn by doing
  • Mini-cases to assist students to understand and apply the codes they have learned in the classroom
  • Ethical Dilemma and Global Connection boxes that simulate real-world challenges faced by managers and salespeople

A companion website features an instructor’s manual, PowerPoints, and other instructor tools (not included in this sale) to provide additional support for college students and instructors.

Reviews

“This is a comprehensive text that provides all you need to know about B2B selling from a personal selling and sales management context. It is informative with excellent supporting learning materials, helpful in the classroom. I plan to use this ebook in both my undergraduate and postgraduate courses.” — Tony Douglas, Edinburgh Napier University Business School, UK

“This is an excellent ebook that I have been using in my ‘Personal Selling and Sales Management’ classes since 2005! Balanced, up-to-date coverage of broader business issues related to sales; techniques, and technology of sales; and sales management. My students have praised the text materials as both engaging and a helpful resource.” — Amit Mukherjee, Stockton University, USA

NOTE: The product only includes the ebook Contemporary Selling: Building Relationships, Creating Value 5th edition in the original ePub format. A converted PDF is available upon request. No access codes are included.

 

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