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Selling Today

Selling Today - 12th edition

ISBN13: 978-0132109864

Cover of Selling Today 12TH 12 (ISBN 978-0132109864)
ISBN13: 978-0132109864
ISBN10: 0132109867

Cover type: Hardback
Edition: 12TH 12
Copyright: 2012
Publisher: Prentice Hall, Inc.
Published: 2012
International: No

List price: $276.75

Selling Today - 12TH 12 edition

ISBN13: 978-0132109864

Gerald L. Manning

ISBN13: 978-0132109864
ISBN10: 0132109867

Cover type: Hardback
Edition: 12TH 12
Copyright: 2012
Publisher: Prentice Hall, Inc.
Published: 2012
International: No
Summary

For undergraduate Personal Selling courses.

Students heading for a career in business will benefit from researched and proven selling techniques.

Professional sales skills are becoming increasingly important in today'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.

Table of Contents

Table of Contents Chapter 1. Relationship Selling Opportunities in the Information Economy Chapter 2. Evolution of Selling Models that Complement the Marketing Concept Chapter 3. Developing a Relationship Strategy Chapter 4. Communication Styles: A Key to Adaptive Selling Today Chapter 5. Ethics: The Foundation for Relationships in Selling Chapter 6. Developing a Product Strategy Chapter 7. Product-Selling Strategies that Add Value Chapter 8. The Buying Process and Buyer Behavior Chapter 9. Developing and Qualifying a Prospect Base Chapter 10. Approaching the Customer with Adaptive Selling Chapter 11. Determining Customer Needs with a Consultative Questioning Strategy Chapter 12. Creating Value with the Consultative Presentation Chapter 13. Negotiating Buyer Concerns Chapter 14. Adapting the Close and Confirming the Partnership Chapter 15. Servicing the Sale and Building the Partnership Chapter 16. Management of Self and Others Chapter 17. Management of the Sales