Contemporary Selling

5th Edition

Building Relationships, Creating Value

Mark W. Johnston; Greg W. Marshall
eISBN-13: 9781317360834

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Additional Book Details

Contemporary Selling is the only book on the market that combines full coverage of 21st century personal selling processes with a basic look at sales management practices 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 the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics, means the book continues to set the standard for the most up-to-date and student-friendly selling book on the market today.

Pedagogical features include: 

Mini-cases to help students understand and apply the principles they have learned in the classroom

Ethical Dilemma and Global Connection boxes that simulate real-world challenges faced by salespeople and their managers

Role Plays that enable students to learn by doing
A companion website includes an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.

Sold By Taylor and Francis
ISBNs 9781138951228, 1138951226, 9781317360834, 1317360834
Language English
Number of Pages 436
Edition 5th