Selling Today Creating Customer Value (with FREE Selling Today: Using Technology to Add Value)

Name: Selling Today Creating Customer Value (with FREE Selling Today: Using Technology to Add Value)
Price: 8.33 USD
Availability: InStock
ISBN: 9780131055445

ISBN-10: 0131055445

ISBN-13: 9780131055445

Edition: 9th 2004 (Revised)

Authors: Gerald L. Manning, Barry L. Reece

List price: $160.00

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Description:

Selling Today: Creating Customer Value, one of the most popular sales information books on the market, offers readers a blend of time-proven fundamentals and new practices needed to succeed in today's information economy. It emphasizes the need for salespeople to be guided by the new principle of personal selling: establishing partnerships that are maintained by customer value, created by the salesperson. This edition stresses the need for sales professionals to cope with new forces shaping the world of sales and marketing, and emphasizes the strategies for long-term success.It provides comprehensive coverage of consultative selling, strategic selling, partnering, and value-added selling.…

Book details

List price: $160.00
Edition: 9th
Copyright year: 2004
Publisher: Prentice Hall PTR
Publication date: 7/21/2003
Binding: Paperback
Size: 8.50" wide x 10.50" long x 1.25" tall
Weight: 2.992
Language: English




Developing a Personal Selling Philosophy



Personal Selling and the Marketing Concept



Personal Selling Opportunities in the Age of Information



Developing a Relationship Strategy



Creating Value with a Relationship Strategy



Ethics-The Foundation for Relationships in Selling



Developing a Product Strategy



Creating Product Solutions



Product-Selling Strategies that Add Value



Developing a Customer Strategy



Understanding Buyer Behavior



Developing a Prospect Base



Developing a Presentation Strategy



Approaching the Customer



Creating the Consultative Sales Presentation



Custom Fitting 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



Management of Self: The Key to Greater Sales Productivity



Communication Styles: Managing the Relationship Process



Management of the Sales Force