Selling Today Creating Customer Value

Name: Selling Today Creating Customer Value
Price: 5.7 USD
Availability: InStock
ISBN: 9780132079952

ISBN-10: 013207995X

ISBN-13: 9780132079952

Edition: 11th 2010

Authors: Gerald L. Manning, Barry L. Reece, Michael Ahearne

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 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…

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: 3.278




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