9780132109864

Selling Today : Creating Customer Value

by ; ;
  • ISBN13:

    9780132109864

  • ISBN10:

    0132109867

  • Edition: 12th
  • Format: Paperback
  • Copyright: 2/23/2011
  • Publisher: Pearson
  • View Upgraded Edition

Note: Supplemental materials are not guaranteed with Rental or Used book purchases.

Purchase Benefits

  • Free Shipping On Orders Over $59!
    Your order must be $59 or more to qualify for free economy shipping. Bulk sales, PO's, Marketplace items, eBooks and apparel do not qualify for this offer.
  • Get Rewarded for Ordering Your Textbooks! Enroll Now
  • eCampus.com Device Compatibility Matrix

    Click the device icon to install or view instructions

    Apple iOS | iPad, iPhone, iPod
    Android Devices | Android Tables & Phones OS 2.2 or higher | *Kindle Fire
    Windows 8 / 7 / Vista / XP
    Mac OS X | **iMac / Macbook
    Enjoy offline reading with these devices
    Apple Devices
    Android Devices
    Windows Devices
    Mac Devices
    iPad, iPhone, iPod
    Our reader is compatible
     
     
     
    Android 2.2 +
     
    Our reader is compatible
     
     
    Kindle Fire
     
    Our reader is compatible
     
     
    Windows
    8 / 7 / Vista / XP
     
     
    Our reader is compatible
     
    Mac
     
     
     
    Our reader is compatible

Supplemental Materials

What is included with this book?

  • The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.

Summary

A hands-on approach to the sales skills necessary for creating and delivering superior value to customers. #xA0; In today#x19;s consumer-focused business world, professional sales skills are an important asset for anyone to have. To help readers enhance these skills, S elling Today: Partnering to Create Valueprovides current academic topics along with extensive opportunities for application.#xA0; #xA0; The new edition provides an up-to-date and cutting-edge treatment of the field, and incorporates more #x1C;learn by doing#x1D; materials to equip readers with hands-on experience.

Table of Contents

Chapter 1. Relationship Selling Opportunities in the Information Economy

Chapter 2. Evolution of Selling Models that Complement the Marketing Concept

Chapter 3. Developing a Relationship Strategy

Chapter 4. Communication Styles: A Key to Adaptive Selling Today

Chapter 5. Ethics: The Foundation for Relationships in Selling

Chapter 6. Developing a Product Strategy

Chapter 7. Product-Selling Strategies that Add Value

Chapter 8. The Buying Process and Buyer Behavior         

Chapter 9. Developing and Qualifying a Prospect Base

Chapter 10. Approaching the Customer with Adaptive Selling

Chapter 11. Determining Customer Needs with a Consultative Questioning Strategy

Chapter 12. Creating Value with the Consultative Presentation

Chapter 13. Negotiating Buyer Concerns

Chapter 14. Adapting the Close and Confirming the Partnership

Chapter 15. Servicing the Sale and Building the Partnership

Chapter 16. Management of Self and Others

Chapter 17. Management of the Sales Force

Rewards Program

Customer Reviews

Used is a way better deal than new July 10, 2014
by
"used is ~25% of the price of a new copy, that is the ultimate selling proposition"
Flag Review
Please provide a brief explanation for why you are flagging this review:
Submit
Your submission has been received. We will inspect this review as soon as possible. Thank you for your input!
Selling Today : Creating Customer Value: 5 out of 5 stars based on 1 user reviews.

Write a Review