TY  - BOOK
AU  - Ahearne,Michael
AU  -  Manning,Gerald
TI  - Selling today: partnering to create value 
SN  - 1292458631
U1  - 658.85 
PY  - 2023///
CY  - Harlow
PB  - Pearson
KW  - Selling
N1  - Includes bibliographical references and index; TOC; 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; BA; BA
UR  - https://search.worldcat.org/title/1358088391
ER  -