Preface -- 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, sales technologies …, and sales analytics -- Elements of the contemporary selling process -- Prospecting and sales call planning …

"Contemporary Selling is the only book that combines full coverage of up-to-date personal selling processes with a …. 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 …

<P>Published in previous editions as <EM>Relationship Selling,</EM> the latest edition of Mark Johnston and Greg … Marshall's <EM>Contemporary Selling: Building Relationships, Creating Value</EM> continues to set the standard for the most up …-to-date and student-friendly selling textbook available anywhere today.</P><P>The latest edition incorporates a new chapter on …