Selling today : building quality partnerships
著者
書誌事項
Selling today : building quality partnerships
Prentice-Hall, c2001
8th ed
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注記
Includes bibliographical references (p. 473-483) and indexes
内容説明・目次
内容説明
For the introductory level course in sales, personal selling, and/or a tele-course in selling.
This best-selling, introductory text embodies the changing nature of personal selling today. It shows students how to master vital relationship-building skills and apply modern sales automation technology to achieve long-term success in the field.
目次
I. DEVELOPING A PERSONAL SELLING PHILOSOPHY.
1. Personal Selling and the Marketing Concept.
2. Personal Selling Opportunities in the Age of Information.
II. DEVELOPING A RELATIONSHIP STRATEGY.
3. Creating Value with a Relationship Strategy.
4. Ethics-The Foundation for Relationships in Selling.
III. DEVELOPING A PRODUCT STRATEGY.
5. Creating Product Solutions.
6. Product-Selling Strategies that Add Value.
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 Concerns.
13. Closing the Sale and Confirming the Partnership.
14. Servicing the Sale and Building the Partnership.
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.
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