Contemporary Selling Building Relationships Creating Value Book PDF, EPUB Download & Read Online Free

Contemporary Selling
Author: Mark W. Johnston, Greg W. Marshall
Publisher: Routledge
ISBN: 1317360834
Pages: 414
Year: 2016-02-19
View: 1228
Read: 835
Contemporary Selling is the only book on the market that combines full coverage of 21st century personal selling processes with a basic look at sales management practices in a way that students want to learn and instructors want to teach. The overarching theme of the book is enabling salespeople to build relationships successfully and to create value with customers. 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.
Contemporary Selling
Author: Mark W. Johnston, Greg W. Marshall
Publisher:
ISBN: 0415523494
Pages: 411
Year: 2013
View: 691
Read: 485
Rev. ed. of: Relationship selling. 3rd ed. c2010.
Product Planning Essentials
Author: Kahn
Publisher: M.E. Sharpe
ISBN: 0765629771
Pages: 320
Year: 2015-05-18
View: 1323
Read: 415
Concise yet comprehensive, Product Planning Essentials, Second Edition, addresses the complex, interdisciplinary nature of product development and product management. It covers strategic issues that emerge during the product life cycle, including identifying opportunities, idea generation and evaluation, technical development, commercialization, and eventual product dismissal. Instructors, students, and practitioners will appreciate the balanced managerial and how-to orientation. Changes to the Second Edition * Addition of two chapters on design and legal considerations. * Expanded discussion of global considerations to introduce sustainable product development and Base of the Pyramid (BoP) product development. * Simplified technical discussions of planning techniques for improved comprehension. * Inclusion of product planning best practices from recent noteworthy cases and studies in the final chapter.
Defending the Free Market
Author: Robert A. Sirico
Publisher: Simon and Schuster
ISBN: 1596988118
Pages: 256
Year: 2012-05-21
View: 881
Read: 283
The Left has seized on our economic troubles as an excuse to “blame the rich guy” and paint a picture of capitalism and the free market as selfish, greedy, and cruel. Democrats in Congress and “Occupy” protesters across the country assert that the free market is not only unforgiving, it’s morally corrupt. According to President Obama and his allies, only by allowing the government to heavily control and regulate business and by redistributing the wealth can we ensure fairness and compassion. Exactly the opposite is true, says Father Robert A. Sirico in his thought–provoking new book, The Moral Case for a Free Economy. Father Sirico argues that a free economy actually promotes charity, selflessness, and kindness. And in The Moral Case for a Free Economy, he shows why free-market capitalism is not only the best way to ensure individual success and national prosperity but is also the surest route to a moral and socially–just society. In The Moral Case for a Free Economy, Father Sirico shows:Why we can’t have freedom without a free economy and why the best way to help the poor is to a start a businessWhy charity works—but welfare doesn’tHow Father Sirico himself converted from being a leftist colleague of Jane Fonda and Tom Hayden to recognizing the merits of a free economyIn this heated presidential election year, the Left will argue that capitalism may produce winners, but it is cruel and unfair. But as Sirico proves in The Moral Case for a Free Economy, capitalism does not simply provide opportunity for material success, but it ensures a more ethical and moral society as well.
Sales Force Management
Author: Mark W. Johnston, Greg W. Marshall
Publisher: Routledge
ISBN: 1317359984
Pages: 466
Year: 2016-04-14
View: 1215
Read: 538
In this latest edition of Sales Force Management, Mark Johnston and Greg Marshall continue to build on the tradition of excellence established by Churchill, Ford, and Walker, increasing the book’s reputation globally as the leading textbook in the field. The authors have strengthened the focus on managing the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics. It’s a contemporary classic, fully updated for modern sales management practice. Pedagogical features include: Engaging breakout questions designed to spark lively discussion Leadership challenge assignments and mini-cases to help students understand and apply the principles they have learned in the classroom Leadership, Innovation, and Technology boxes that simulate real-world challenges faced by salespeople and their managers New Ethical Moment boxes in each chapter put students on the firing line of making ethical choices in sales Role Plays that enable students to learn by doing A selection of comprehensive sales management cases on the companion website A companion website features an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.
Supply Chain Management
Author: Douglas M. Lambert
Publisher: Supply Chain Management Inst
ISBN: 097599493X
Pages: 431
Year: 2008-01-01
View: 227
Read: 279

Beyond Winning
Author: Robert H. Mnookin
Publisher: Harvard University Press
ISBN: 0674504100
Pages: 368
Year: 2004-04-15
View: 740
Read: 404
Conflict is inevitable, in both deals and disputes. Yet when clients call in the lawyers to haggle over who gets how much of the pie, traditional hard-bargaining tactics can lead to ruin. Too often, deals blow up, cases don't settle, relationships fall apart, justice is delayed. Beyond Winning charts a way out of our current crisis of confidence in the legal system. It offers a fresh look at negotiation, aimed at helping lawyers turn disputes into deals, and deals into better deals, through practical, tough-minded problem-solving techniques.
Hands-On Ethical Hacking and Network Defense
Author: Michael T. Simpson, Nicholas Antill
Publisher: Cengage Learning
ISBN: 1305480686
Pages: 512
Year: 2016-10-10
View: 594
Read: 467
Cyber-terrorism and corporate espionage are increasingly common and devastating threats, making trained network security professionals more important than ever. This timely text helps you gain the knowledge and skills to protect networks using the tools and techniques of an ethical hacker. The authors begin by exploring the concept of ethical hacking and its practitioners, explaining their importance in protecting corporate and government data from cyber attacks. The text then provides an in-depth guide to performing security testing against computer networks, covering current tools and penetration testing methodologies. Updated for today’s cyber security environment, the Third Edition of this trusted text features new computer security resources, coverage of emerging vulnerabilities and innovative methods to protect networks, a new discussion of mobile security, and information on current federal and state computer crime laws, including penalties for illegal computer hacking. Important Notice: Media content referenced within the product description or the product text may not be available in the ebook version.
Making Rain
Author: Andrew Sobel
Publisher: John Wiley & Sons
ISBN: 0471406163
Pages: 256
Year: 2003-08-08
View: 1013
Read: 325
Professionals who work with clients or large accounts can create lifetime relationships based on these well-researched secrets. Based drawing from extensive interviews with client executives, Making Rain offers a series of provocative insights on how to shed the expert-for-hire label and develop long-term advisory relationships. Exploding the popular myth of the "Rainmaker," a dated and dysfunctional figure that clients no longer welcome, Andrew Sobel argues that any professional can learn to "make rain" on an ongoing basis with existing clients by developing a special set of skills, attitudes, and strategies. These innovative tips and techniques from a recognized leader in the field of professional services will enable any consultant, salesperson, or service professional to create enduring client loyalty.
The Luxury Strategy
Author: Jean-Noël Kapferer, Vincent Bastien
Publisher: Kogan Page Publishers
ISBN: 0749464925
Pages: 408
Year: 2012-09-03
View: 620
Read: 405
The Luxury Strategy, written by two world experts on the subject, provides the first rigorous blueprint for the effective management of luxury brands and companies at the highest level. It rationalizes those business models that have achieved profitability and unveils the original methods that were used to transform small family businesses such as Ferrari, Louis Vuitton, Cartier, Chanel, Armani, Gucci, and Ralph Lauren into profitable global brands. By defining the differences between premium and luxury brands and products, analysing the nature of true luxury brands and turning established marketing 'rules' upside down, it has established itself as the definitive work on the essence of a luxury brand strategy. This fully revised second edition of The Luxury Strategy explores the diversity of meanings of 'luxury' across different markets. It also now includes a section on marketing and selling luxury goods online and the impact of social networks and digital developments, cementing its position as the authority on luxury strategy.
The Relationship Edge
Author: Jerry Acuff
Publisher: John Wiley & Sons
ISBN: 1118016556
Pages: 272
Year: 2011-01-21
View: 168
Read: 575
Get a practical, actionable, three-step process to build and leverage important relationships Most people know instinctively how to build positive, long-lasting relationships with spouses, friends, and even co-workers–but few of us know how to consciously and systematically build and maintain positive business relationships. For years, The Relationship Edge has successfully shown people how to build personal relationships and repair damaged ones with a proven three-step process. This completely updated third edition offers a fresh perspective on that process and includes more contemporary case studies, as well as how to build and nurture relationships online. Develop the right mindset–understand that personal relationships are vital to business success, both offline and online Ask the right questions–discover the common ground you share with others Do the right thing–be truthful and straightforward or you'll undermine the goodwill you've worked so hard to build Jerry Acuff, the author, has a proven record of success with previous editions of The Relationship Edge With real case studies and step-by-step guidance, The Relationship Edge, Third Edition offers the tools and advice you need to develop strong, rewarding relationships with customers, co-workers, and managers. Jerry Acuff's latest version is packed full of practical, concrete information on the mechanics of interpersonal relationships in the business world, all designed to have you doing business better and more productively than ever.
Relationship Selling
Author: Mark W. Johnston, Greg W. Marshall
Publisher: Irwin/McGraw-Hill
ISBN: 0070172471
Pages: 452
Year: 2010
View: 889
Read: 722
Now available in its third edition, Relationship Selling has struck a chord with instructors and students throughout the selling discipline. As its title suggests, Relationship Selling focuses on creating and maintaining profitable long-term relationships with customers, highlighting the salesperson as an essential element in communicating value to customers. This same approach is used successfully at firms throughout the world-no surprise given the extensive real-world sales and consulting experience of this author team. From its numerous role-plays and pedagogical aids to its student-friendly style and stellar teaching support, Relationship Selling is a fast-rising favorite of students and instructors alike.
Essentials of Marketing Management
Author: Greg W. Marshall, Mark W. Johnston
Publisher:
ISBN: 0071082026
Pages: 371
Year: 2010-09-01
View: 880
Read: 1142
This is a textbook that instructors can connect with and students can learn from, in that it pulls them into the world of marketing through real-world applications. This textbook stays current by covering the hottest topics in this course area, such as Customer Relationship Management and Metrics, in a user-friendly, non-encyclopedic format. Marshall/Johnston's Essentials of Marketing Management has taken great effort to represent marketing management the way it is actually practiced in successful organizations today. In our view, leading and managing the aspects of marketing to improve individual, unit, and organizational performance-- marketing management-- is a core business activity. Its relevance is not limited to just marketing departments or marketing majors. And business students of all backgrounds should appreciate the impact of effective marketing management on their own professional careers as well on as the overall success of their organizations. Bottom line, the ability to do great marketing management is relevant to everyone in a firm.
Selling Today
Author: Gerald L. Manning, Michael Ahearne, Barry L. Reece
Publisher: Pearson
ISBN: 0134478347
Pages: 560
Year: 2017-01-04
View: 667
Read: 598
NOTE: This edition features the same content as the traditional text in a convenient, three-hole-punched, loose-leaf version. Books a la Carte also offer a great value; this format costs significantly less than a new textbook. Before purchasing, check with your instructor or review your course syllabus to ensure that you select the correct ISBN. Several versions of MyLab(tm) and Mastering(tm) platforms exist for each title, including customized versions for individual schools, and registrations are not transferable. In addition, you may need a Course ID, provided by your instructor, to register for and use MyLab and Mastering platforms. For courses in Sales and Personal Selling. Utilize cutting-edge personal selling techniques to navigate the information revolution era Selling Today: Partnering to Create Value helps you understand the value of developing personal selling skills by exposing you to a personal selling academic theory, role play scenarios, and real�-world applications and ethical dilemmas. With the largest number of "learn by doing" materials available in any personal selling text, the 14th Edition offers tools to strengthen your learning process. As the developed nations of the world transition from a production focus to a sales �and� service focus, this cutting-�edge new edition prepares you to succeed as a member of a new generation of businesspeople. Also available with MyLab Marketing MyLab(tm) Marketing is an online homework, tutorial, and assessment program designed to work with this text to engage students and improve results. Within its structured environment, you practice what you learn, test your understanding, and pursue a personalized study plan that helps you better absorb course material and understand difficult concepts. If you would like to purchase both the loose-leaf version of the text and MyLab Marketing, search for: 0134611055 / 9780134611051 Selling Today: Partnering to Create Value, Student Value Edition Plus MyLab Marketing with Pearson eText -- Access Card Package Package consists of: 0134478347 / 9780134478340 Selling Today: Partnering to Create Value, Student Value Edition 0134479955 / 9780134479958 MyLab Marketing with Pearson eText -- Access Card -- for Selling Today: Partnering to Create Value
Communication Skills for Pharmacists
Author: Bruce A. Berger
Publisher: Amer Pharmacists Assn
ISBN: 158212132X
Pages: 254
Year: 2009-01-01
View: 712
Read: 1033
Communication Skills for Pharmacists: Building Relationships, Improving Patient Care, 3rd edition, includes new material that will help student pharmacists and practicing pharmacists develop the communication skills they need for providing high-quality care. Key Features: * 15 chapters from the 2nd edition covering key communication skills for pharmacists: listening and empathic responding, supportive communication, persuasive communication, assertiveness, managing conflict, helping patients accept the behavior changes needed to manage their illness, and becoming culturally competent to provide quality care for all patients. * A new chapter on how to communicate about sensitive topics that patients may find difficult to discuss because of embarrassment, cultural beliefs, or fear of social stigma. * Another new chapter on how limited literacy or limited health literacy can affect patient outcomes, and how pharmacists can identify and help overcome such limitations in their patients. * Expansion of the chapter on managing change, emphasizing the use of motivational interviewing. * Dozens of examples of good and bad pharmacist-patient and pharmacist-physician dialogues.* Guidelines on how to contact, build rapport with, and discuss drug-related problems with a physician. * Questions for reflection at the end of each chapter.