Selling Today
Creating Customer Value: United States Edition
9th Edition
Published on 3. July 2003
Book
Hardback
560 pages
978-0-13-100952-3 (ISBN)
Description
For the introductory level course in sales, personal selling, and/or a tele-course in selling. This best-selling text offers a blend of time-proven fundamentals and new practices needed to succeed in today's information economy. The ninth edition provides comprehensive coverage of consultative selling, strategic selling, partnering, and value-added selling. Sales force automation is also a major theme.
More details
Edition
9th edition
Language
English
Place of publication
United States
Publishing group
Pearson Education (US)
Target group
Professional and scholarly
Dimensions
Height: 262 mm
Width: 210 mm
Thickness: 26 mm
Weight
1231 gr
ISBN-13
978-0-13-100952-3 (9780131009523)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Other editions
New editions
Gerald L. Manning | Barry L. Reece
Selling Today
Creating Customer Value and ACT! CRM Software Pkg: United States Edition
Book
04/2006
10th Edition
Prentice Hall
€109.19
Article exhausted; check for reprint
Previous edition
Book
08/2000
8th Edition
Pearson
€63.13
Article exhausted; check for reprint
Content
I. DEVELOPING A PERSONAL SELLING PHILOSOPHY.
1. Personal Selling and the Marketing Concept.
2. Personal Selling Opportunities in the Age of Information.
II. DEVELOPING A RELATIONSHIP STRATEGY.
3. Creating Value with a Relationship Strategy.
4. Ethics-The Foundation for Relationships in Selling.
III. DEVELOPING A PRODUCT STRATEGY.
5. Creating Product Solutions.
6. Product-Selling Strategies that Add Value.
IV. DEVELOPING A CUSTOMER STRATEGY.
7. Understanding Buyer Behavior.
8. Developing a Prospect Base.
V. DEVELOPING A PRESENTATION STRATEGY.
9. Approaching the Customer.
10. Creating the Consultative Sales Presentation.
11. Custom Fitting the Sales Demonstration.
12. Negotiating Buyer Concerns.
13. Closing the Sale and Confirming the Partnership.
14. Servicing the Sale and Building the Partnership.
VI. MANAGEMENT OF SELF AND OTHERS.
15. Management of Self: The Key to Greater Sales Productivity.
16. Communication Styles: Managing the Relationship Process.
17. Management of the Sales Force.
1. Personal Selling and the Marketing Concept.
2. Personal Selling Opportunities in the Age of Information.
II. DEVELOPING A RELATIONSHIP STRATEGY.
3. Creating Value with a Relationship Strategy.
4. Ethics-The Foundation for Relationships in Selling.
III. DEVELOPING A PRODUCT STRATEGY.
5. Creating Product Solutions.
6. Product-Selling Strategies that Add Value.
IV. DEVELOPING A CUSTOMER STRATEGY.
7. Understanding Buyer Behavior.
8. Developing a Prospect Base.
V. DEVELOPING A PRESENTATION STRATEGY.
9. Approaching the Customer.
10. Creating the Consultative Sales Presentation.
11. Custom Fitting the Sales Demonstration.
12. Negotiating Buyer Concerns.
13. Closing the Sale and Confirming the Partnership.
14. Servicing the Sale and Building the Partnership.
VI. MANAGEMENT OF SELF AND OTHERS.
15. Management of Self: The Key to Greater Sales Productivity.
16. Communication Styles: Managing the Relationship Process.
17. Management of the Sales Force.