Published in previous editions as Relationship Selling, the latest edition of Mark Johnston and Greg Marshallas Contemporary Selling: Building Relationships, Creating Value continues to set the standard for the most up-to-date and student-friendly selling textbook available anywhere today. The latest edition incorporates a new chapter on social media and technology-enabled selling, as well as a new chapter on selling globally. To support student engagement, the book also features: aExpert Advicea chapter openers showing how each chapteras sales concepts are applied in the real world In-chapter aEthical Dilemmasa that help students identify and handle effectively the numerous ethical issues that arise in selling Mini-cases to help students understand and apply the principles they have learned in the classroom Role-plays at the end of each chapter enabling students to learn by doing Special appendices on selling math and developing a professional sales proposal Video material available on the Companion Website, featuring new content with sales experts discussing best sales practices from a recent PBS special on selling produced by Chally Group Worldwide. Further resources for instructors and students are available at www.routledge.com/cw/johnston-9780415523509 .Our perceptions of other people and the social acceptability of their behaviors are influenced by how much we like or dislike them personally. ... Performance ratings are often affected by the use to which they will be put within the organization. ... On the other hand, when appraisals are used primarily for the development of subordinates, managers tend to pinpoint weaknesses more freely and focus on ... Do not permit your evaluation of one factor to influence your evaluation of another.
|Author||:||Mark W. Johnston, Greg W. Marshall|
|Publisher||:||Routledge - 2013-08-15|