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Selling Today: Creating Customer Value

Selling Today: Creating Customer Value - 11th edition

ISBN13: 978-0132079952

Cover of Selling Today: Creating Customer Value 11TH 10 (ISBN 978-0132079952)
ISBN13: 978-0132079952
ISBN10: 013207995X
Cover type: Hardback
Edition/Copyright: 11TH 10
Publisher: Prentice Hall, Inc.
Published: 2010
International: No

List price: $220.00

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Selling Today: Creating Customer Value - 11TH 10 edition

ISBN13: 978-0132079952

Gerald L. Manning

ISBN13: 978-0132079952
ISBN10: 013207995X
Cover type: Hardback
Edition/Copyright: 11TH 10
Publisher: Prentice Hall, Inc.

Published: 2010
International: No
Summary

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. Hundreds of articles and resources have been reviewed and updated to reflect the latest research and trends. The authors have also examined popular sales training courses used by major corporations and have developed a new set of supplements to give students all the tools they need. Developing a Personal Selling Philosophy; Developing a Relationship Strategy; Developing a Product Strategy; Developing a Customer Strategy; Developing a Presentation Strategy; Management of Self and Others Advances in technology and changes in customer expectations mean that sales personnel need to be adaptive and employ the latest in selling techniques. The authors have updated this text with new research and new interactive tools to engage students and reinforce learning with doing.

Table of Contents

PART 1 Developing a Personal Selling Philosophy 1. PERSONAL SELLING AND THE MARKETING CONCEPT 2. PERSONAL SELLING OPPORTUNITIES IN THE AGE OF INFORMATION PART 2 Developing a Relationship Strategy 3. CREATING VALUE WITH A RELATIONSHIP STRATEGY 4. COMMUNICATION STYLES: A KEY TO ADAPTIVE SELLING 5. ETHICS: THE FOUNDATION FOR RELATIONSHIPS IN SELLING PART 3 Developing a Product Strategy 6. CREATING PRODUCT SOLUTIONS 7. PRODUCT-SELLING STRATEGIES THAT ADD VALUE PART 4 Developing a Customer Strategy 8. THE BUYING PROCESS AND BUYER BEHAVIOR 9. DEVELOPING AND QUALIFYING A PROSPECT BASE PART 5 Developing a Presentation Strategy 10. APPROACHING THE CUSTOMER 11. CREATING THE CONSULTATIVE SALES PRESENTATION 12. CREATING VALUE WITH THE SALES DEMONSTRATION 13. NEGOTIATING BUYER CONCERNS 14. CLOSING THE SALE AND CONFIRMING THE PARTNERSHIP 15. SERVICING THE SALE AND BUILDING THE PARTNERSHIP PART 6 Management of Self and Others 16. OPPORTUNITY MANAGEMENT: THE KEY TO GREATER SALES PRODUCTIVITY 17. MANAGEMENT OF THE SALES FORCE APPENDIX 1 REALITY SELLING TODAY VIDEO BASED ROLE PLAYS APPENDIX 2 USE OF CUSTOMER RELATIONSHIP MANAGEMENT (CRM) SOFTWARE SALESFORCE.COM APPENDIX 3 PARTNERSHIP SELLING: A ROLE-PLAY/SIMULATION FOR SELLING TODAY Endnotes Glossary Credits Name Index Subject Index
List price: $220.00
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Cover of Selling Today 12th edition

Selling Today - 12th edition

ISBN13: 978-0132109864
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