Selling today : creating customer value

Author(s)

• Manning, Gerald L.
• Reece, Barry L.
• Ahearne, Michael

Bibliographic Information

Selling today : creating customer value

Gerald L. Manning, Barry L. Reece, Michael Ahearne

Pearson Prentice Hall, c2010

11th ed

Note

Includes bibliographical references and index

Description and Table of Contents

Description

For undergraduate Personal Selling courses. Students heading for a career in business will benefit from researched and proven selling techniques. Professional sales skills are becoming increasingly important in today's business world. This text covers up-to-date academic topics and rich application materials, providing students with everything they need to understand and apply selling techniques. In the eleventh edition, Manning and Reece have invited Michael Ahearne to join their best-selling author team. Ahearne's experience as Associate Professor of Marketing and Executive Director of the Sales Excellence Institute, in addition to his extensive educational background, provides invaluable insight to this already well-researched text.

Table of Contents

PART 1 Developing a Personal Selling Philosophy 1. PERSONAL SELLING AND THE MARKETING CONCEPT 2. PERSONAL SELLING OPPORTUNITIES IN THE AGE OF INFORMATION PART 2 Developing a Relationship Strategy 3. CREATING VALUE WITH A RELATIONSHIP STRATEGY 4. COMMUNICATION STYLES: A KEY TO ADAPTIVE SELLING 5. ETHICS: THE FOUNDATION FOR RELATIONSHIPS IN SELLING PART 3 Developing a Product Strategy 6. CREATING PRODUCT SOLUTIONS 7. PRODUCT-SELLING STRATEGIES THAT ADD VALUE PART 4 Developing a Customer Strategy 8. THE BUYING PROCESS AND BUYER BEHAVIOR 9. DEVELOPING AND QUALIFYING A PROSPECT BASE PART 5 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 6 Management of Self and Others 16. OPPORTUNITY MANAGEMENT: THE KEY TO GREATER SALES PRODUCTIVITY 17. MANAGEMENT OF THE SALES FORCE APPENDIX 1 REALITY SELLING TODAY VIDEO BASED ROLE PLAYS APPENDIX 2 USE OF CUSTOMER RELATIONSHIP MANAGEMENT (CRM) SOFTWARE SALESFORCE.COM APPENDIX 3 PARTNERSHIP SELLING: A ROLE-PLAY/SIMULATION FOR SELLING TODAY Endnotes Glossary Credits Name Index Subject Index

by "Nielsen BookData"

• NCID: BB00215813
• ISBN:
  • 9780132079952
• LCCN: 2008036662
• Country Code: us
• Title Language Code: eng
• Text Language Code: eng
• Place of Publication: Upper Saddle River, N.J.
• Pages/Volumes: xxxi, 505 p.
• Size: 29 cm
• Classification:
  • LCC : HF5438.25
  • DC22 : 658.85
• Subject Headings:
  • LCSH : Selling