Contemporary Selling: Building Relationships, Creating Value

Johnston and Marshall have created 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.

Pedagogical features include:

• Mini-cases to help students understand and apply the principles they have learned in the classroom
• Ethical Dilemma and Global Connection boxes that simulate real-world challenges faced by salespeople and their managers
• Role Plays that enable students to learn by doing

A companion website includes an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.