Selling today : building quality partnerships
著者
書誌事項
Selling today : building quality partnerships
Prentice Hall, c1998
7th ed.
大学図書館所蔵 件 / 全4件
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注記
Includes bibliographical references (p. 482-498) and indexes
内容説明・目次
内容説明
Leading text in selling market. Reorganized table of contents. Ethics chapter is now #4. ACT! material on Selling Today web site. Web exercises included in each chapter. Has a relationship focus. Role play simulation built in text start Chp. 5. Features on Building Quality Relationships. Supports Intelecom distance learning course.
目次
I. DEVELOPING A PERSONAL SELLING PHILOSOPHY. 1. Personal Selling and the Marketing Concept. 2. Career Opportunities in Selling Today. II. DEVELOPING A RELATIONSHIP STRATEGY. 3. Factors Influencing the Relationship-Building Process. 4. Ethics-The Foundation for Relationships in Selling. III. DEVELOPING A PRODUCT STRATEGY. 5. Acquiring Product Information. 6. Developing Product-Selling Strategies. 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 Resistance. 13. Closing and Confirming the Sale. 14. Servicing the Sale. 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. Appendices.
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