Pedagogical Features

Contemporary Selling 5e: Building Relationships, Creating Value offers numerous features to facilitate the instructor’s task, and to engage students and help them understand the topics under discussion.

The Model for Contemporary Selling

Developed by the authors to portray visually the notion that everything builds outward from a customer focus, this model serves as a road map for the book and for selling courses. The Model is introduced in chapter 1 and integrated in subsequent chapters throughout the book.
Exhibits are woven throughout the text, highlighting key points and incorporating visual materials to aid students’ understanding.
Global Connection boxes in each chapter draw out global issues and differences between cultures within the context of selling.
Ethical Dilemmas are included each chapter, to help students identify and handle effectively the numerous ethical issues that arise in selling.
Role Plays at the end of each chapter enable students to learn by doing.
Mini-Cases at the end of each chapter help students to understand and apply the principles they have learned in the classroom.
Discussion Questions at the end of each chapter provide students with the opportunity to apply their knowledge to exam style questions.

Companion Website

www.routledge.com/cw/johnston

Visit the Companion Website for a whole host of instructor and student resources that support and enhance the textbook, including:

Instructor resources:

• • An Instructor’s Manual including chapter outlines, helpful hints for the instructor, teaching notes, and outline answers to questions in the text
• • A comprehensive Test Bank of questions, including multiple-choice questions, true-false questions, and open questions to assign to your students
• • All of the exhibits from the book available to download for your own use
• • PowerPoint Slides for classroom use.

Student resources:

• • An interactive Flashcard Glossary to test your understanding of the key terms
• • Multiple Choice Questions to test your knowledge of each chapter’s key points
• • Links to relevant YouTube Videos, organized by chapter.