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Selling Today: Building Quality Partnerships

by Manning, Gerald L.; Reece, Barry L.

ISBN13: 9780130274779
ISBN10: 0130274771
Additional ISBN(s): 9780131009523, 9780136138372
Edition: 8th
Format: Hardcover
Copyright: 2000-07-01
Publisher: PRENTICE HALL
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1. Selling Today: Building Quality Partnerships > ISBN13: 9780130274779

List Price: $115.00

Summary

For the introductory level course in sales, personal selling, and/or a tele-course in selling. This best-selling, introductory text embodies the changing nature of personal selling today. It shows students how to master vital relationship-building skills and apply modern sales automation technology to achieve long-term success in the field.

Preface

xxiii

About the Authors

xxxi

PART I Developing a Personal Selling Philosophy for the New Economy

Personal Selling and the Marketing Concept

(24)

Personal Selling Opportunities in The Age of Information

(22)

PART II Developing a Relationship Strategy

Creating Value With A Relationship Strategy

(22)

Ethics: The Foundation for Relationships in Selling

(20)

PART III Developing a Product Strategy

Creating Product Solutions

(25)

Product-Selling Strategies that Add Value

116

(25)

PART IV Developing a Customer Strategy

Understanding Buyer Behavior

141

(24)

Developing a Prospect Base

165

(24)

PART V Developing a Presentation Strategy

Approaching the Customer

189

(24)

Creating the Consultative Sales Presentation

213

(28)

Custom Fitting the Sales Demonstration

241

(21)

Negotiating Buyer Concerns

262

(22)

Closing the Sale and Confirming the Partnership

284

(21)

Servicing the Sale and Building the Partnership

305

(24)

PART VI Management of Self and Others

Management of Self: The Key To Greater Sales Productivity

329

(20)

Communication Styles: Managing the Relationship Process

349

(23)

Management of the Sales Force

372

(17)

Appendix 1 Finding Employment: A Personalized Marketing Plan for the Age of Information

389

(10)

Appendix 2 Use of Customer Relationship Management (CRM) Software (ACT!)

399

(7)

Appendix 3 Partnership Selling: A Role Play/Simulation for Selling Today

406

(67)

End Notes

473

(12)

Glossary

485

(6)

Credits

491

(2)

Name Index

493

(6)

Subject Index

499

Supplemental Materials

What is included with this book?

The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

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.

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Selling Today: Building Quality Partnerships

Summary

Table of Contents

Supplemental Materials

Rewards Program