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Selling Today Partnering to Create Value

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.
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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