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