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Contemporary 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.
List of contents
Part 1: What is Contemporary Selling? 1. Introduction to Contemporary Selling 2. Understanding Sellers and Buyers 3. Value Creation in Buyer-Seller Relationships 4. Ethical and legal Issues in Contemporary Selling 5. CRM, Sales Technologies, and Sales Analytics
Part 2: Elements of the Contemporary Selling Process 6. Prospecting and Sales Call Planning 7. Communicating the Sales Message 8. Negotiating for Win-Win Solutions 9. Closing the Sale and Follow-Up 10. Salesperson Self-Management
Part 3: Managing the Contemporary Selling Process 11. Salesperson Performance: Behavior, Motivation, and Role Perceptions 12. Recruiting, Selecting, and Training Salespeople 13. Compensating and Evaluating Salespeople 14. Global Perspectives on Contemporary Selling
About the author
Mark W. Johnston is the Alan and Sandra Gerry Professor of Marketing and Ethics (Emeritus) at Rollins College in Florida, USA, and is a consultant for firms in the personal health care, chemical, transportation, service, and telecommunications industries.
Greg W. Marshall is the Charles Harwood Professor of Marketing and Strategy at Rollins College in Florida, USA, and is Professor of Marketing and Sales at the Aston Business School in Birmingham, UK.
Jessica L. Ogilvie is the Edward A. Brennan Chair in Marketing and Executive Director of the Center for Professional Selling at Marquette University in Wisconsin, USA.
Summary
Contemporary 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.
