Selling today : partnering to create value /
Ahearne, Michael.
Selling today : partnering to create value / Michael Ahearne and Gerald Manning. - 15th ed. - Harlow : Pearson, 2023. - 543 p. : ill. ; 28 cm
Includes bibliographical references and index.
PART 1: DEVELOPING A PERSONAL SELLING PHILOSOPHY Relationship Selling Opportunities in the Information EconomyEvolution of Selling Models That Complement the Marketing Concept PART 2: DEVELOPING A RELATIONSHIP STRATEGY Ethics: The Foundation for Partnering Relationships That Create ValueCreating Value with a Relationship StrategyCommunication Styles: A Key to Adaptive Selling Today PART 3: DEVELOPING A PRODUCT STRATEGY Creating Product SolutionsProduct-Selling Strategies That Add Value PART 4: DEVELOPING A CUSTOMER STRATEGY The Buying Process and Buyer BehaviorDeveloping and Qualifying Prospects and Accounts PART 5: DEVELOPING A PRESENTATION STRATEGY Approaching the Customer with Adaptive SellingDetermining Customer Needs with a Consultative Questioning StrategyCreating Value with the Consultative PresentationNegotiating Buyer ConcernsAdapting the Close and Confirming the PartnershipServicing the Sale and Building the Partnership PART Table of contents
1292458631 9781292458632
Selling.
658.85 / AHS 2023
Selling today : partnering to create value / Michael Ahearne and Gerald Manning. - 15th ed. - Harlow : Pearson, 2023. - 543 p. : ill. ; 28 cm
Includes bibliographical references and index.
PART 1: DEVELOPING A PERSONAL SELLING PHILOSOPHY Relationship Selling Opportunities in the Information EconomyEvolution of Selling Models That Complement the Marketing Concept PART 2: DEVELOPING A RELATIONSHIP STRATEGY Ethics: The Foundation for Partnering Relationships That Create ValueCreating Value with a Relationship StrategyCommunication Styles: A Key to Adaptive Selling Today PART 3: DEVELOPING A PRODUCT STRATEGY Creating Product SolutionsProduct-Selling Strategies That Add Value PART 4: DEVELOPING A CUSTOMER STRATEGY The Buying Process and Buyer BehaviorDeveloping and Qualifying Prospects and Accounts PART 5: DEVELOPING A PRESENTATION STRATEGY Approaching the Customer with Adaptive SellingDetermining Customer Needs with a Consultative Questioning StrategyCreating Value with the Consultative PresentationNegotiating Buyer ConcernsAdapting the Close and Confirming the PartnershipServicing the Sale and Building the Partnership PART Table of contents
1292458631 9781292458632
Selling.
658.85 / AHS 2023