Contemporary Selling Building Relationships, Creating Value 4th Edition by Mark W. Johnston

Contemporary Selling Building Relationships, Creating Value 4th Edition by Mark W. Johnston

by Mark W. Johnston  (Author), Greg W. Marshall  (Author)

ISBN-13: 9780415523493

ISBN-10: 0415523494

Publisher : Routledge; 4th edition (April 2, 2013)

Published in previous editions as Relationship Selling, the latest edition of Mark Johnston and Greg Marshall’s Contemporary Selling: Building Relationships, Creating Value continues to set the standard for the most up-to-date and student-friendly selling textbook available anywhere today.

The latest edition incorporates a new chapter on social media and technology-enabled selling, as well as a new chapter on selling globally. To support student engagement, the book also features:

‘Expert Advice’ chapter openers showing how each chapter’s sales concepts are applied in the real world

In-chapter ‘Ethical Dilemmas’ that help students identify and handle effectively the numerous ethical issues that arise in selling

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

Role-plays at the end of each chapter enabling students to learn by doing

Special appendices on selling math and developing a professional sales proposal

Video material available on the Companion Website, featuring new content with sales experts discussing best sales practices from a recent PBS special on selling produced by Chally Group Worldwide.

Further resources for instructors and students are available at www.routledge.com/cw/johnston-9780415523509 .