Selling today :
Manning, Gerald L.
Selling today : creating customer value / Gerald L. Manning, Barry L. Reece. - 9th ed. - New Delhi : Upper Saddle River, N.J. : Dorling Kindersley (India) private Limited, Pearson Education International, Prentice Hall, c2004. - xxix, 527 p. : ill. col. ; 26 cm.
Previous ed.: c2001.
Includes bibliographical references and indexes.
Preface --
About the authors --
Pt. 1. Developing a personal selling philosophy for the new economy --
1. Personal selling and the marketing concepts --
2. Personal selling opportunities in the age of information --
Pt. 2. Developing a relationship strategy --
3. Creating value with a relationship strategy --
4. Ethics: the foundation for relationships in selling --
Pt. 3. Developing a product strategy --
5. Creating product solutions --
6. Product-selling strategies that add value --
Pt. 4. Developing a customer strategy --
7. Understanding buyer behavior --
8. Developing and qualifying a prospect base Pt. 5. Developing a presentation strategy --
9. Approaching the customer --
10. Creating the consultative sales presentation --
11. Creating value with the sales demonstration --
12. Negotiating buyer concerns --
13. Closing the sale and confirming the partnership --
14. Servicing the sale and building the partnership Pt. 6. Management of self and others --
15. Opportunity Management: The Key to Greater Sales Productivity --
16. Communication styles: managing the relationship process --
17. Management of the sales force --
Appendix 1: Finding employment: e personalized marketing plan for the age of information --
Appendix 2: Use of customer relationship Management (CRM) Software (ACT!) --
Appendix 3: Partnership selling: a role-play/simulation for selling today --
Endnotes --
Glossary --
Credits --
Name Index --
Subject Index. TOC
Summary:
For the Introductory level course in personal selling, sales, and/or tele-course in selling. Selling Today is a best-selling sales textbook because it integrates the concept of customer value at every step of the selling process. The ninth edition builds on the delivery of customer value by offering time-proven fundamentals and practical practices needed to succeed in today's world of sales and marketing.
8131706842 0131230298 9780131009523
Selling.
658.85 / MAS 2004
Selling today : creating customer value / Gerald L. Manning, Barry L. Reece. - 9th ed. - New Delhi : Upper Saddle River, N.J. : Dorling Kindersley (India) private Limited, Pearson Education International, Prentice Hall, c2004. - xxix, 527 p. : ill. col. ; 26 cm.
Previous ed.: c2001.
Includes bibliographical references and indexes.
Preface --
About the authors --
Pt. 1. Developing a personal selling philosophy for the new economy --
1. Personal selling and the marketing concepts --
2. Personal selling opportunities in the age of information --
Pt. 2. Developing a relationship strategy --
3. Creating value with a relationship strategy --
4. Ethics: the foundation for relationships in selling --
Pt. 3. Developing a product strategy --
5. Creating product solutions --
6. Product-selling strategies that add value --
Pt. 4. Developing a customer strategy --
7. Understanding buyer behavior --
8. Developing and qualifying a prospect base Pt. 5. Developing a presentation strategy --
9. Approaching the customer --
10. Creating the consultative sales presentation --
11. Creating value with the sales demonstration --
12. Negotiating buyer concerns --
13. Closing the sale and confirming the partnership --
14. Servicing the sale and building the partnership Pt. 6. Management of self and others --
15. Opportunity Management: The Key to Greater Sales Productivity --
16. Communication styles: managing the relationship process --
17. Management of the sales force --
Appendix 1: Finding employment: e personalized marketing plan for the age of information --
Appendix 2: Use of customer relationship Management (CRM) Software (ACT!) --
Appendix 3: Partnership selling: a role-play/simulation for selling today --
Endnotes --
Glossary --
Credits --
Name Index --
Subject Index. TOC
Summary:
For the Introductory level course in personal selling, sales, and/or tele-course in selling. Selling Today is a best-selling sales textbook because it integrates the concept of customer value at every step of the selling process. The ninth edition builds on the delivery of customer value by offering time-proven fundamentals and practical practices needed to succeed in today's world of sales and marketing.
8131706842 0131230298 9780131009523
Selling.
658.85 / MAS 2004