Description
Contemporary Selling: Building Relationships, Creating Value is an essential resource for modern sales professionals seeking to master the art of consultative selling. Written by leading sales experts Mark W. Johnston, Greg W. Marshall, and Jessica L. Ogilvie, this Routledge publication bridges the gap between traditional sales methods and contemporary practices.
The book emphasizes the critical importance of establishing trust-based relationships with clients while demonstrating clear value propositions. Readers will discover evidence-based strategies for understanding customer needs, developing tailored solutions, and maintaining long-term partnerships. The authors provide actionable frameworks and real-world case studies that illustrate how successful sales professionals adapt to changing market dynamics.
Ideal for sales managers, business development professionals, and anyone pursuing a sales career, this guide covers essential topics including emotional intelligence, digital selling approaches, and ethical practices. Whether you’re new to sales or looking to refine your existing skills, this book offers the insights and tools necessary to excel in today’s competitive business environment.
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