{"product_id":"contemporary-selling-mark-w-johnston-9780367435172","title":"Contemporary Selling: Building Relationships, Creating Value","description":"\u003cp\u003eContemporary 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.\u003c\/p\u003e \u003cp\u003e\u003c\/p\u003e \u003cp\u003eJohnston 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: \u003c\/p\u003e \u003cp\u003e\u003c\/p\u003e \u003cul\u003e \u003cp\u003e \u003c\/p\u003e\n\u003cli\u003eupdated mini cases to engage students and reinforce learning objectives;\u003c\/li\u003e \u003cp\u003e\u003c\/p\u003e \u003cp\u003e \u003c\/p\u003e\n\u003cli\u003eEthical Dilemma and Global Connection boxes that simulate real-world challenges faced by salespeople and their managers;\u003c\/li\u003e \u003cp\u003e\u003c\/p\u003e \u003cp\u003e \u003c\/p\u003e\n\u003cli\u003eRole Play exercises that enable students to learn by doing; and\u003c\/li\u003e \u003cp\u003e\u003c\/p\u003e \u003cp\u003e \u003c\/p\u003e\n\u003cli\u003eupdated discussion queries to drive classroom discussion and help students connect important concepts.\u003c\/li\u003e \u003cp\u003e\u003c\/p\u003e\n\u003c\/ul\u003e \u003cp\u003e\u003c\/p\u003e \u003cp\u003eThis fully updated new edition is an invaluable resource for students of personal selling at both undergraduate and postgraduate levels.\u003c\/p\u003e \u003cp\u003e\u003c\/p\u003e \u003cp\u003eSupplementary resources include an instructor's manual, PowerPoint slides, and other tools to provide additional support for students and instructors.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAuthor:\u003c\/b\u003e Mark W. Johnston, Greg W. Marshall\u003cbr\u003e\u003cb\u003eISBN-10:\u003c\/b\u003e 0367435179\u003cbr\u003e\u003cb\u003eISBN-13:\u003c\/b\u003e 9780367435172\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e Routledge\u003cbr\u003e\u003cb\u003eLanguage:\u003c\/b\u003e English\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 08\/02\/2021\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 436\u003cbr\u003e\u003cb\u003eFormat:\u003c\/b\u003e Paperback\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 2.16lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 11.00h x 8.25w x 0.89d\u003c\/p\u003e","brand":"Mark W. Johnston","offers":[{"title":"Paperback","offer_id":43995996750079,"sku":"9780367435172","price":115.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0662\/2982\/9887\/files\/img_6ae5fd85-44cd-41b4-8b1d-bdf04fb43991.jpg?v=1683339089","url":"https:\/\/www.whiterainbookhouse.com\/products\/contemporary-selling-mark-w-johnston-9780367435172","provider":"WR Book House","version":"1.0","type":"link"}