Contemporary Selling: Building Relationships, Creating Value

This 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: 'Expert Advice' chapter openers showing how each chapter's sales concepts are applied in the real world; in-chapter 'Ethical Dilemmas' 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; and video material available on the companion website, featuring the highly regarded role-play series introduced by the authors and new content with sales experts discussing best sales practices from a recent PBS special on selling produced by HR Chally.