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Selling today : partnering to create value / Gerald L. Manning, Michael Ahearne, Barry L. Reece

By: Manning, Gerald L.
Contributor(s): Ahearne, Michael | Reece, Barry L.
Material type: materialTypeLabelBookPublisher: Harlow, England : Pearson Education, 2014Edition: 13th edition (Global edition).Description: 549 p. : col. ill. ; 28 cm.ISBN: 9781292060170.Subject(s): SellingDDC classification: 658.85
Contents:
Preface -- Acknowledgments -- About the authors -- 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 -- Ethics : the foundation for partnering relationships that create value -- Creating value with a relationship strategy -- Communication styles : a key to adaptive selling today -- 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 prospects and accounts -- 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 -- Appendix 1 reality selling today role-play scenarios -- Appendix 2 selling today and customer relationship management (crm) -- Appendix 3 partnership selling : a role-play/simulation for selling today -- Endnotes -- Glossary -- Name index -- Subject index.
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Preface -- Acknowledgments -- About the authors -- 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 -- Ethics : the foundation for partnering relationships that create value -- Creating value with a relationship strategy -- Communication styles : a key to adaptive selling today -- 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 prospects and accounts -- 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 -- Appendix 1 reality selling today role-play scenarios -- Appendix 2 selling today and customer relationship management (crm) -- Appendix 3 partnership selling : a role-play/simulation for selling today -- Endnotes -- Glossary -- Name index -- Subject index.

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