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Contemporary selling:building relationships, creating value
紀錄類型 ： 書目-語言資料,印刷品: 單行本
副題名 ： building relationships, creating value
作者 ： JohnstonMark W.,
合作者 ： MarshallGreg W.,
出版地 ： New York
出版者 ： Routledge, Taylor & Francis Group;
出版年 ： c2016.
版本 ： 5th ed.
面頁冊數 ： xxi, 413 p.ill. (some col.) : 29 cm.;
標題 ： Relationship marketing. -
標題 ： Selling. -
附註 ： Revised edition of the authors' Contemporary selling, 2013.
ISBN ： 9781138951228
ISBN ： 9781138951235
ISBN ： 9781315668345
內容註 ： Preface -- What is contemporary selling? -- Introduction to contemporary selling -- Understanding sellers and buyers -- Value creation in buyer¿seller relationships -- Ethical and legal issues in contemporary selling -- Crm, sales technologies, and sales analytics -- Elements of the contemporary selling process -- Prospecting and sales call planning -- Communicating the sales message -- Negotiating for win-win solutions -- Closing the sale and follow-up -- Salesperson self-management -- Managing the contemporary selling process -- Salesperson performance: behavior, motivation, and role -- Perceptions -- Recruiting, selecting, and training salespeople -- Compensating and evaluating salespeople -- Global perspectives on contemporary selling.
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Johnston, Mark W.
Contemporary selling : building relationships, creating value / Mark W. Johnston and Greg W. Marshall. - 5th ed.. - New York : Routledge, Taylor & Francis Group, c2016.. - xxi, 413 p. ; ill. (some col.) ; 29 cm..
Preface -- What is contemporary selling? -- Introduction to contemporary selling -- Understanding sellers and buyers -- Value creation in buyer¿seller relationships -- Ethical and legal issues in contemporary selling -- Crm, sales technologies, and sales analytics -- Elements of the contemporary selling process -- Prospecting and sales call planning -- Communicating the sales message -- Negotiating for win-win solutions -- Closing the sale and follow-up -- Salesperson self-management -- Managing the contemporary selling process -- Salesperson performance: behavior, motivation, and role -- Perceptions -- Recruiting, selecting, and training salespeople -- Compensating and evaluating salespeople -- Global perspectives on contemporary selling..
Revised edition of the authors' Contemporary selling, 2013..
ISBN 9781138951228ISBN 9781138951235ISBN 9781315668345
Customer relations.Relationship marketing.Selling.
Marshall, Greg W.
Contemporary selling : building relationships, creating value / Mark W. Johnston and Greg W. Marshall. - 5th ed.. - New York : Routledge, Taylor & Francis Group, c2016.. - xxi, 413 p. ; ill. (some col.) ; 29 cm..
Preface -- What is contemporary selling? -- Introduction to contemporary selling -- Understanding sellers and buyers -- Value creation in buyer¿seller relationships -- Ethical and legal issues in contemporary selling -- Crm, sales technologies, and sales analytics -- Elements of the contemporary selling process -- Prospecting and sales call planning -- Communicating the sales message -- Negotiating for win-win solutions -- Closing the sale and follow-up -- Salesperson self-management -- Managing the contemporary selling process -- Salesperson performance: behavior, motivation, and role -- Perceptions -- Recruiting, selecting, and training salespeople -- Compensating and evaluating salespeople -- Global perspectives on contemporary selling..
Revised edition of the authors' Contemporary selling, 2013..
ISBN 9781138951228ISBN 9781138951235ISBN 9781315668345
Customer relations.Relationship marketing.Selling.
Marshall, Greg W.
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