{"product_id":"contemporary-selling-building-relationships-creating-value-9781032692661","title":"Contemporary Selling: Building Relationships, Creating Value","description":"\u003cp\u003e • Author(s): Mark W. Johnston\u003cbr\u003e • Publisher: Taylor \u0026amp; Francis\u003cbr\u003e • Publisher Imprint: Routledge\u003cbr\u003e • Subject: Business Management\u003cbr\u003e • BISAC: Sales \u0026amp; Selling - General\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003ci\u003eContemporary Selling \u003c\/i\u003eis 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.\u003c\/p\u003e\u003cp\u003eThe overarching theme of the book is enabling salespeople to build relationships successfully and to create value with customers. It is 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. The book has been fully updated with new content throughout, including the impact of the COVID-19 pandemic, the rise of remote working and virtual selling, advances in sales technology and tools, such as the use of AI and automation, value-based sales, and social selling.\u003c\/p\u003e\u003cp\u003ePedagogical features include: \u003c\/p\u003e\u003cul\u003e \u003cli\u003eMini-cases to engage students and reinforce learning objectives\u003c\/li\u003e \u003cli\u003eEthical Dilemma and Global Connection boxes that simulate real-world challenges\u003c\/li\u003e \u003cli\u003eNew Cultural Sales Challenges that engage, inform, and develop students' cultural intelligence in sales scenarios\u003c\/li\u003e \u003cli\u003eNew Application Exercises at the conclusion of each chapter with specific applications for 'in the classroom' and 'in the field'.\u003c\/li\u003e \u003cli\u003eRole Play exercises that enable students to learn by doing\u003c\/li\u003e \u003cli\u003eDiscussion Questions to drive classroom discussion and help students connect important concepts\u003c\/li\u003e \u003c\/ul\u003e\u003cp\u003eThis 7th edition is an invaluable resource for students of personal selling at both undergraduate and postgraduate levels.\u003c\/p\u003e\u003cp\u003eSupplementary resources include an instructor's manual and PowerPoint slides.\u003c\/p\u003e","brand":"Routledge","offers":[{"title":"Paperback","offer_id":45410330378391,"sku":"9781032692661","price":7221.0,"currency_code":"INR","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0666\/3471\/1191\/files\/9781032692661.webp?v=1769199258","url":"https:\/\/atlanticbooks.com\/products\/contemporary-selling-building-relationships-creating-value-9781032692661","provider":"Atlantic Books","version":"1.0","type":"link"}