Selling today : creating customer value
著者
書誌事項
Selling today : creating customer value
Pearson Education, c2007
10th ed
- : [Text]
- : CD-ROM
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注記
Includes bibliographical references (p. 521-533) and indexes
内容説明・目次
- 巻冊次
-
: [Text] ISBN 9780131866836
目次
Part I: Developing a Personal Selling Philosophy
1. Personal Selling and the Marketing Concepts
2. Personal Selling Opportunities in the Age of Information
Part II: Developing a Relationship Strategy
3. Creating Value with a Relationship Strategy
4. Communication Styles: Managing Selling Relationships
5. Ethics: The Foundation for Relationships in Selling
Part III: Developing a Product Strategy
6. Creating Product Solutions
7. Product-Selling Strategies that Add Value
Part IV: Developing a Customer Strategy
8. The Buying Proecess and Buying Behavior
9. Developing and Qualifying a Prospect Base
Part V: Developing a Presentation Strategy
10. Approaching the Customer
11. Creating the Consultative Sales Presentation
12. Creating Value with the Sales Demonstration
13. Negotiating Buyer Concerns
14. Closing the Sale and Confirming the Partnership
15. Servicing the Sale and Building the Partnership
Part VI: Management of Self and Others
16. Opportunity Management: The Key to Greater Sales Productivity
17. Management of the Sales Force
Appendix 1: Finding Employment: A Personalized Marketing Plan for the Age of Information
Appendix 2: Use of Customer Relationship Managment (CRM) Software (ACT!)
Appendix 3: Partnership Selling: A Role-Play/Simulation for Selling Today
Endnotes
Glossary
Credits
Name Index
Subject Index
- 巻冊次
-
: CD-ROM ISBN 9780132212083
内容説明
New to the 10th edition is a CD rom that includes the number one selling ACT! Contact Management software. The ACT! software will include a preloaded prospect data base of 20 customers who are in various stages of the buying process. Users will complete exercises provided in the text that involve completing the sales process for $1.2 million in sales. Student completing these self instructional exercises will be familiar with the functionality of the ACT! software, plus they will have "hands on" application experience of CRM with the buying and selling processes.
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