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

Description

Contemporary Selling, 5^th Edition, (PDF) stands out as the only ebook currently available that thoroughly intertwines the latest methods of personal selling in the 21st century with foundational principles of sales management. Designed to resonate with both students eager to learn and educators keen to teach, this invaluable resource focuses on empowering sales professionals to forge lasting relationships and create substantial value for their customers.

Authored by industry experts Johnston and Marshall, this ebook serves as a holistic compendium on the selling function within today’s dynamic organizations. It bridges the intricate process of selling—what sales representatives engage in daily—with the essential practices of managing sales teams—what sales managers are responsible for. The material places a significant emphasis on cutting-edge tools and techniques in contemporary selling, including sales analytics, customer relationship management (CRM), social media strategies, and technology-enhanced selling practices. As such, this ebook consistently benchmarks the latest educational standards while being incredibly user-friendly for students.

### Key Instructional Features:

• Role Plays: Engage in experiential learning, allowing college students to practice real-life scenarios.
• Mini-Cases: Provide practical situations that facilitate comprehension and application of learned theories.
• Ethical Dilemma and Global Connection Boxes: Address real-world challenges faced by sales managers and representatives, fostering critical thinking.

Additionally, a companion website offers an array of resources for instructors, including a comprehensive instructor’s manual, PowerPoint presentations, and various teaching tools (not included in this sale), enhancing the overall educational experience for both students and educators.

### 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 supportive learning materials, which are 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! It offers balanced, up-to-date exposure on broader business issues related to sales, techniques, technology, and sales management. My students have found the text materials engaging and an excellent resource.” — Amit Mukherjee, Stockton University, USA

NOTE: This product exclusively includes the ebook Contemporary Selling: Building Relationships, Creating Value, 5th edition in its original ePub format. A converted PDF version is available upon request. Please note that no access codes are provided.

ISBN-10: 0134158009
ISBN-13: 978-0134158001
ISBN-13: 978-0134158187