Selling today : partnering to create value / Gerald L. Manning, Michael Ahearne, Barry L. Reece
Material type:
TextPublisher: Boston : Pearson Prentice Hall, c2012Edition: Twelfth edition ; International editionDescription: xxxi, 512 pages : illustrationsContent type: text Media type: unmediated Carrier type: volumeISBN: 9789810696672 [newsprint]Subject(s): SellingDDC classification: | Item type | Current location | Call number | Copy number | Status | Date due | Barcode |
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Book
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658.85; M31 2012 (Browse shelf) | c.1 | Available | 3UCBL000011075 | ||
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Book
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658.85; M31 2012 (Browse shelf) | c.2 | Available | 3UCBL000011076 |
Includes appendices, endnotes, glossary and index
Contents: Part 1 Developing a personal selling philosophy; Chapter 1 Relationship selling opportunities in the information economy -- Chapter 2 Evolution of selling models that complement the marketing concept -- Part 2 Developing a relationship strategy; Chapter 3 Creating value with a relationship strategy -- Chapter 4 Communication styles: a key to adaptive selling today -- Chapter 5 Ethics: the foundation for relationships in selling -- Part 3 Developing a product strategy; Chapter 6 Creating product solutions -- Chapter 7 Product-selling strategies that add value -- Part 4 Developing a customer strategy; Chapter 8 The buying process and buyer behavior -- Chapter 9 Developing and qualifying a prospect base -- Part 5 Developing a presentation strategy; 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 -- Part 6 Management of self and others; Chapter 16 Opportunity management -- Chapter 17 Management of the sales force
NBS-SM P 805.50 BSBA-Marketing Management
NBS-SM P 805.50 BSBA-Marketing Management
English
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