Selling today : building quality partnerships
Author(s)
Bibliographic Information
Selling today : building quality partnerships
Prentice Hall, c1998
7th ed.
Available at / 4 libraries
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Research Institute for Economics & Business Administration (RIEB) Library , Kobe University図書
658.8-568081000093602
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Note
Includes bibliographical references (p. 482-498) and indexes
Description and Table of Contents
Description
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.
Table of Contents
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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