Contemporary selling: building relationships, creating value
Material type: TextPublication details: Abingdon, Oxon ; New York,London Routledge,Taylor and Francis Group 2016Edition: 5th edDescription: 413ISBN:- 9781138951235
- 658.85 JOH
Item type | Current library | Collection | Call number | Status | Date due | Barcode |
---|---|---|---|---|---|---|
Books | Symbiosis Institute of Business Management - Hyderabad General | Reference | 658.85 JOH (Browse shelf(Opens below)) | Available | SIBMH-B-9282 |
"Part I: 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 and sales technologies -- Part II: 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 -- Management of time and territory -- Part III: Managing the contemporary selling process -- Salesperson motivation: behavior, motivation, and role perceptions -- Recruiting, selecting, and training salespeople -- Compensating and evaluating salespeople -- Global perspectives on contemporary selling."
There are no comments on this title.