TY  - BOOK
AU  - Manning,Gerald L.
AU  - Ahearne,Michael
AU  - Reece,Barry L.
TI  - Selling today: partnering to create value 
SN  - 9789810696672 [newsprint]
PY  - 2012///
CY  - Boston
PB  - Pearson Prentice Hall
KW  - Selling
N1  - 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
ER  -