Contemporary selling building relationships, creating value

PrefaceWhat 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...

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Bibliographische Detailangaben
1. Verfasser:	Johnston, Mark W. (VerfasserIn)
Weitere Verfasser:	Marshall, Greg W. (VerfasserIn)
Format:	UnknownFormat
Sprache:	eng
Veröffentlicht:	New York Routledge 2016
Ausgabe:	Fifth edition
Schlagworte:	Verkauf > Beziehungsmarketing > Selling > Relationship marketing > Customer relations > Kundenmanagement > Kundenbindung
Online Zugang:	Inhaltsverzeichnis
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Beschreibung
Zusammenfassung:	PrefaceWhat 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. 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
Beschreibung:	xxi, 413 Seiten Illustrationen
ISBN:	9781138951235 978-1-138-95123-5 9781138951228 978-1-138-95122-8