Selling Today Creating Customer Value

Name: Selling Today Creating Customer Value
Price: 8.15 USD
Availability: InStock
ISBN: 9780131009523

ISBN-10: 0131009524

ISBN-13: 9780131009523

Edition: 9th 2004

Authors: Manning, Barry L. Reece

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