Selling Today Partnering to Create Value

Name: Selling Today Partnering to Create Value
Availability: OutOfStock
ISBN: 9780132865135

ISBN-10: 0132865130

ISBN-13: 9780132865135

Edition: 6th 2013

Authors: Gerald L. Manning, Barry L. Reece, Michael L. Ahearne, H. F. Herb MacKenzie

List price: $139.05

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Description:

Selling Todayoffers students a combination of selling fundamentals and new selling strategies needed to succeed in today’s business environment. The applied focus of the text provides students with all of the skills required for developing and implementing relationships, product, customer, and presentation strategies.

Book details

List price: $139.05
Edition: 6th
Copyright year: 2013
Publisher: Pearson Education Canada
Publication date: 7/15/2012
Binding: Mixed Media
Pages: 576
Size: 8.00" wide x 10.00" long x 0.75" tall
Weight: 2.090
Language: English




Developing a Personal Selling Philosophy



Relationship Selling Opportunities in the Information Economy



Evolution of Selling Models That Complement the Marketing Concept



Developing a Relationship Strategy



Creating Value with a Relationship Strategy



Communication Styles: A Key to Adaptive Selling Today



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 Behaviour



Developing and Qualifying a Prospect Base



Developing a Presentation Strategy



Approaching the Customer with Adaptive Selling



Determining Customer Needs with a Consultative Questioning Strategy



Creating Value with the Consultative Presentation



Negotiating Buyer Concerns



Adapting the Close 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 Role-Play Scenarios