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CONTEMPORARY SELLING: BUILDING RELATIONSHIPS, CREATING VALUE
Mark W. Johnston and Greg W. Marshall, 4th edition (2013), 411 pages

Now published by Routledge/Taylor & Francis (prior editions published by McGraw-Hill as RELATIONSHIP SELLING)

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Preface

PART ONE: WHAT IS CONTEMPORARY SELLING?

1. Introduction to Contemporary Selling
2. Understanding Sellers and Buyers
3. Value Creation in Buyer-Seller Relationships
4. Ethical and Legal Issues in Contemporary Selling
5. CRM and Sales Technologies

PART TWO: ELEMENTS OF THE CONTEMPORARY SELLING PROCESS

6. Prospecting and Sales Call Planning
7. Communicating the Sales Message
8. Negotiating for Win-Win Solutions
9. Closing the Sale and Follow-up
10. Salesperson Self-Management

PART THREE: MANAGING THE CONTEMPORARY SELLING PROCESS

11. Salesperson Performance: Behavior, Motivation, and Role Perceptions
12. Recruiting, Selecting, and Training Salespeople
13. Compensating and Evaluating Salespeople
14. Global Perspectives on Contemporary Selling

Glossary
Endnotes
Index

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