Published in previous editions as Relationship Selling, the latest edition of Mark Johnston and Greg Marshall’s Contemporary Selling: Building Relationships, Creating Value continues 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. Relationship Selling 61 CRM Enhances Relationship Selling 62 CRM Is a Philosophy and a Technology 62 Process Cycle for CRM 63 Bottom Line: CRM Is Essential to Sales Success 64 Summary 64 Key Terms 65 Role Play 65 Discussion Questions 66 Ethical Dilemma 67 Mini Case 2: National Agri-Products Company 67 Chapter 3 Value Creation in Buyer-Seller.
Description
Description ABC’s of Relationship Selling 12e trains readers on a specific, yet generic, step-by-step selling process that is universal in nature. This edition presents a sales process or system in a logical sequence, more than any other text in the market: from planning and the approach, to closing and follow-up for exceptional customer service. The goal of this text has always been to demonstrate to students the order of steps within the selling process; provide numerous examples of what should be in each step; and how the steps within the selling process interact with one another. This market leader text brings a comfortable and familiar approach to the Selling discipline.Features:
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Part I: Selling as a Profession
Chapter 1: The Life, Times, and Career of the Professional Salesperson
Chapter 2: Ethics First…Then Customer Relationships
Part II: Preparation for Relationship Selling
Chapter 3: The Psychology of Selling: Why People Buy
Chapter 4: Communication for Relationship Building: It’s Not All Talk
Chapter 5: Sales Knowledge: Customers, Products, Technologies
Part III: The Relationship Selling Process
Chapter 6: Prospecting: The Lifeblood of Selling
Chapter 7: Planning the Sales Call Is a Must!
Chapter 8: Carefully Select Which Sales Presentation Method to Use
Chapter 9: Begin Your Presentation Strategically
Chapter 10: Elements of a Great Sales Presentation
Chapter 11: Welcome Your Prospect’s Objections
