9780132079952

Selling Today

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  • ISBN13:

    9780132079952

  • ISBN10:

    013207995X

  • Edition: 11th
  • Format: Hardcover
  • Copyright: 1/1/2010
  • Publisher: Prentice Hall
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Summary

Students heading for a career in business will benefit from researched and proven selling techniques. Professional sales skills are becoming increasingly important in todayrs"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. Ahearners"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. Developing a Personal Selling Philosophy; Developing a Relationship Strategy; Developing a Product Strategy; Developing a Customer Strategy; Developing a Presentation Strategy; Management of Self and Others Advances in technology and changes in customer expectations mean that sales personnel need to be adaptive and employ the latest in selling techniques. The authors have updated this text with new research and new interactive tools to engage students and reinforce learning with doing.

Table of Contents

Developing a Personal Selling Philosophy
Personal Selling and the Marketing Concept
Personal Selling Opportunities in the Age of Information
Developing a Relationship Strategy
Creating Value with a Relationship Strategy
Communication Styles: A Key to Adaptive Selling
Ethics: The Foundation for Relationships in Selling
Developing a Product Strategy
Creating Product Solutions
Product-Selling Strategies that add Value
Developing a Customer Strategy
The Buying Process and Buyer Behavior
Developing and Qualifying a Prospect Base
Developing a Presentation Strategy
Approaching the Customer
Creating the Consultative Sales Presentation
Creating Value with the Sales Demonstration
Negotiating Buyer Concerns
Closing the Sale and Confirming the Partnership
Servicing the Sale and Building the Partnership
Management of Self and Others
Opportunity Management: The Key to Greater Sales Productivity
Management of the Sales Force
Reality Selling Today Video Based Role Plays
Use of Customer Relationship Management (CRM) Software Salesforce.com
Partnership Selling: A Role-Play/Simulation for Selling Today
Endnotes
Glossary
Credits
Name Index
Subject Index
Table of Contents provided by Publisher. All Rights Reserved.

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