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Selling today: creating customer value

Author: Manning, Gerald L. ; Reece, Barry L.Publisher: Pearson , 2007.Edition: 10th ed.Language: EnglishDescription: 554 p. ; 26 cm. includes CD-ROM / DVDISBN: 0131866834Type of document: BookNote: CD available inside back coverBibliography/Index: Includes bibliographical references and index
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Item type Current location Collection Call number Status Notes Date due Barcode Item holds
Book Europe Campus
Main Collection
Print HF5438 .M36 2007
(Browse shelf)
001159171
Available CD available inside back cover 001159171
Total holds: 0

CD available inside back cover

Includes bibliographical references and index

Digitized

Selling Today Creating Customer Value Brief Contents Preface xxiii Acknowledgments xxxi PART 1 Developing a Personal Selling Philosophy 1. PERSONAL SELLING AND THE MARKETING CONCEPT 4 2. PERSONAL SELLING OPPORTUNITIES IN THE AGE OF INFORMATION 29 PART 2 Developing a Relationship Strategy 3. CREATING VALUE WITH A RELATIONSHIP STRATEGY 54 4. COMMUNICATION STYLES: MANAGING SELLING RELATIONSHIPS 80 5. ETHICS: THE FOUNDATION FOR RELATIONSHIPS IN SELLING 106 PART 3 Developing a Product Strategy 6. CREATING PRODUCT SOLUTIONS 130 7. PRODUCT-SELLING STRATEGIES THAT ADD VALUE 156 PART 4 Developing a Customer Strategy 8. THE BUYING PROCESS AND BUYER BEHAVIOR 182 9. DEVELOPING AND QUALIFYING A PROSPECT BASE 208 PART 5 Developing a Presentation Strategy 10. APPROACHING THE CUSTOMER 236 11. CREATING THE CONSULTATIVE SALES PRESENTATION 264 12. CREATING VALUE WITH THE SALES DEMONSTRATION 292 13. NEGOTIATING BUYER CONCERNS 318 14. CLOSING THE SALE AND CONFIRMING THE PARTNERSHIP 341 15. SERVICING THE SALE AND BUILDING THE PARTNERSHIP 364 Viii Brief Contents PART 6 Management of Self and Others 16. OPPORTUNITY MANAGEMENT: THE KEY TO GREATER SALES PRODUCTIVITY 392 17. MANAGEMENT OF THE SALES FORCE 417 APPENDIX 1 FINDING EMPLOYMENT: A PERSONALIZED MARKETING PLAN FOR THE AGE OF INFORMATION 439 APPENDIX 2 USE OF CUSTOMER RELATIONSHIP MANAGEMENT (CRM) SOFTWARE (ACT!) 449 APPENDIX 3 PARTNERSHIP SELLING: A ROLE-PLAY/SIMULATION FOR SELLING TODAY 454 Endnotes 521 Glossary 535 Credits 541 Name Index 543 Subject Index 549

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