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Contemporary selling: building relationships, creating value

By: Contributor(s): Material type: TextTextPublication details: Abingdon, Oxon ; New York,London Routledge,Taylor and Francis Group 2016Edition: 5th edDescription: 413ISBN:
  • 9781138951235
Subject(s): DDC classification:
  • 658.85 JOH
Summary: "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."
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Holdings
Item type Current library Collection Call number Status Date due Barcode
Books 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."

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