partnering to create value Manning, Gerald L. Primary Author Reece, Barry L. Additional Author Ahearne, Michael Additional Author mixed material bibliography Upper Saddle River Pearson Prentice Hall 2011 en English

Printed Material

544 p. : ill., figs., tabs., indexs. ; 28 cm. Selling Today: Partnering to Create Value helps readers understand the value of developing their personal selling skills by exposing them to a careful integration of personal selling academic theory and real-world applications. And with the largest number of “learn by doing” materials available in any personal selling text, Manning/Ahearne/Reece offers instructors a variety of teaching tools to strengthen the learning process. As the developed nations of the world transition from a production focus to a sales-and-service focus, this cutting-edge new edition prepares readers to succeed as members of a new generation of businesspeople. 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 Force Be the first to hear about offers, sales and news Recently viewed books Selling Sales management Strategic marketing BQ 9780132570190 Perpustakaan - Sekolah Tinggi Manajemen PPM Pusat Informasi Manajemen BQ Man 35313 General (General) BQ Man 38458 2011-11-25 00:00:00 2021-08-10 08:45:56 machine generated