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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|
|Table of Contents provided by Publisher. All Rights Reserved.|