000			01794nam a2200217Ia 4500
999			_c6688 _d6688
020			_a8131706842
020			_a9788131706548
041			_aENG
082			_a658.81 _bMAN
100			_aManning, Gerald L.
245		0	_aSelling today : _bcreating customer value / _cGerald L. Manning, Barry L. Reece
250			_a9th ed.
260			_aNew Delhi : _bPrentice Hall, _c2007.
300			_axxix, 527 p. : _b illustrations (some color), color portraits ; _c25cm
504			_aIncludes bibliographical references and indexes.
505			_aI. 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.
520			_aFor 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.
650			_aSelling.
700			_aReece, Gerald L.
942			_cBK _2ddc