Selling Today Creating Customer Value

ISBN-10: 0131009524
ISBN-13: 9780131009523
Edition: 9th 2004
List price: $146.70
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Book details

List price: $146.70
Edition: 9th
Copyright year: 2004
Publisher: Prentice Hall PTR
Publication date: 6/24/2003
Binding: Hardcover
Pages: 560
Size: 8.27" wide x 10.31" long x 1.02" tall
Weight: 3.014
Language: English

Developing a Personal Selling Philosophy
Personal Selling and the Marketing Concepts
Personal Selling Opportunities in the Age of Information
Developing a Relationship Strategy
Creating Value with a Relationship Strategy
Communication Styles: Managing Selling Relationships
Ethics: The Foundation for Relationships in Selling
Developing a Product Strategy
Creating Product Solutions
Product-Selling Strategies that Add Value
Developing a Customer Strategy
The Buying Proecess and Buying Behavior
Developing and Qualifying a Prospect Base
Developing a Presentation Strategy
Approaching the Customer
Creating the Consultative Sales Presentation
Creating Value with the Sales Demonstration
Negotiating Buyer Concerns
Closing the Sale and Confirming the Partnership
Servicing the Sale and Building the Partnership
Management of Self and Others
Opportunity Management: The Key to Greater Sales Productivity
Management of the Sales Force
Finding Employment: A Personalized Marketing Plan for the Age of Information
Use of Customer Relationship Managment (CRM) Software (ACT!)
Partnership Selling: A Role-Play/Simulation for Selling Today
Endnotes
Glossary
Credits
Name Index
Subject Index

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