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Selling today : creating customer value / Gerald L. Manning, Barry L. Reece

By: Contributor(s): Material type: TextTextLanguage: English Publication details: New Delhi : Prentice Hall, 2007.Edition: 9th edDescription: xxix, 527 p. : illustrations (some color), color portraits ; 25cmISBN:
  • 8131706842
  • 9788131706548
Subject(s): DDC classification:
  • 658.81 MAN
Contents:
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.
Summary: For courses in Introduction to Sales. This text offers students a blend of time-proven fundamentals and new practices needed to succeed in the information economy.
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Holdings
Item type Current library Call number Status Date due Barcode
Books Institute of Public Enterprise, Library O U Campus 658.81 MAN (Browse shelf(Opens below)) Available 35829
Books Institute of Public Enterprise, Library S Campus 658.81 MAN.S (Browse shelf(Opens below)) Available 35830
Books Institute of Public Enterprise, Library S Campus 658.81 MAN.S (Browse shelf(Opens below)) Available 35831
Books Institute of Public Enterprise, Library S Campus 658.81 MAN.S (Browse shelf(Opens below)) Available 35832
Books Institute of Public Enterprise, Library S Campus 658.81 MAN.S (Browse shelf(Opens below)) Available 35833

Includes bibliographical references and indexes.

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.

For courses in Introduction to Sales. This text offers students a blend of time-proven fundamentals and new practices needed to succeed in the information economy.

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