Contemporary Selling
Building Relationships, Creating Value
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. The overarching theme of the book is enabling salespeople to build relationships successfully and to create value with customers.Johnston 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 th…
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Produktdetails
Weitere Autoren: Marshall, Greg W.
- ISBN: 978-1-00-042863-6
- EAN: 9781000428636
- Produktnummer: 36199500
- Verlag: Taylor & Francis Ltd.
- Sprache: Englisch
- Erscheinungsjahr: 2021
- Seitenangabe: 436 S.
- Plattform: PDF
- Auflage: 6. Auflage
- Abbildungen: 111 farbige Abbildungen, 80 farbige Fotos, 31 farbige Zeichn.
Über den Autor
Mark W. Johnston 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.Greg 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.
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