Selling Today Creating Customer Value

ISBN-10: 013207995X
ISBN-13: 9780132079952
Edition: 11th 2010
List price: $219.80
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Description: Students heading for a career in business will benefit from researched and proven selling techniques. Professional sales skills are becoming increasingly important in todayrsquo;s business world. This text covers up-to-date academic topics and rich  More...

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Book details

List price: $219.80
Edition: 11th
Copyright year: 2010
Publisher: Prentice Hall PTR
Publication date: 12/28/2008
Binding: Hardcover
Pages: 544
Size: 8.50" wide x 10.75" long x 1.00" tall
Weight: 3.586
Language: English

Students heading for a career in business will benefit from researched and proven selling techniques. Professional sales skills are becoming increasingly important in todayrsquo;s business world. This text covers up-to-date academic topics and rich application materials, providing students with everything they need to understand and apply selling techniques. Hundreds of articles and resources have been reviewed and updated to reflect the latest research and trends. The authors have also examined popular sales training courses used by major corporations and have developed a new set of supplements to give students all the tools they need. Developing a Personal Selling Philosophy; Developing a Relationship Strategy; Developing a Product Strategy; Developing a Customer Strategy; Developing a Presentation Strategy; Management of Self and Others Advances in technology and changes in customer expectations mean that sales personnel need to be adaptive and employ the latest in selling techniques. The authors have updated this text with new research and new interactive tools to engage students and reinforce learning with doing.

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
Communication Styles: A Key to Adaptive Selling
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 Process and Buyer 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
Reality Selling Today Video Based Role Plays
Use of Customer Relationship Management (CRM) Software Salesforce.com
Partnership Selling: A Role-Play/Simulation for Selling Today
Endnotes
Glossary
Credits
Name Index
Subject Index

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