Selling Today: Building Quality Partnerships

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

• ISBN13: 9780130274779
• ISBN10: 0130274771
• Edition: 8th
• Format: Hardcover
• Copyright: 2000-07-01
• Publisher: PRENTICE HALL

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.

Table of Contents

Preface	xxiii
About the Authors	xxxi
PART I Developing a Personal Selling Philosophy for the New Economy
Personal Selling and the Marketing Concept	3	(24)
Personal Selling Opportunities in The Age of Information	27	(22)
PART II Developing a Relationship Strategy
Creating Value With A Relationship Strategy	49	(22)
Ethics: The Foundation for Relationships in Selling	71	(20)
PART III Developing a Product Strategy
Creating Product Solutions	91	(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