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Contemporary Selling: Building Relationships, Creating Value - 4th edition

ISBN: 9780415523509 | 0415523508
Edition: 1st
Format: Nonspecific Binding
Publisher: Routledge
Pub. Date: 3/21/2013

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Published in previous editions as Relationship Selling, the latest edition of Mark Johnston and Greg Marshall's Contemporary Selling: Building Relationships, Creating Valuecontinues 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 A companion website featuring video material, the highly regarded role-play series introduced by the authors, as well as new content from a recent PBS special produced by HR Chally showcasing sales experts discussing best sales practices.


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