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