Selling Today : Building Quality Partnerships

by Gerald Manning; Barry Reece

• ISBN13: 9780136138372
• ISBN10: 0136138373
• Edition: 7th
• Format: Hardcover
• Copyright: 1997-08-01
• Publisher: Prentice Hall Professional Technical Reference

Summary

Leading text in selling market. Reorganized table of contents. Ethics chapter is now #4. ACT! material on Selling Today web site. Web exercises included in each chapter. Has a relationship focus. Role play simulation built in text start Chp. 5. Features on Building Quality Relationships. Supports Intelecom distance learning course.

Table of Contents

PREFACE	xxiii	(8)
ABOUT THE AUTHORS	xxxi
Part I Developing a Personal Selling Philosophy	2	(46)
1. PERSONAL SELLING AND THE MARKETING CONCEPT	2	(25)
2. CAREER OPPORTUNITIES IN SELLING TODAY	27	(21)
Part II Developing a Relationship Strategy	48	(44)
3. FACTORS INFLUENCING THE RELATIONSHIP-BUILDING PROCESS	48	(24)
4. ETHICS: THE FOUNDATION FOR RELATIONSHIPS IN SELLING	72	(20)
Part III Developing a Product Strategy	92	(48)
5. ACQUIRING PRODUCT INFORMATION	92	(25)
6. DEVELOPING PRODUCT-SELLING STRATEGIES	117	(23)
Part IV Developing a Customer Strategy	140	(52)
7. UNDERSTANDING BUYER BEHAVIOR	140	(26)
8. DEVELOPING A PROSPECT BASE	166	(26)
Part V Developing a Presentation Strategy	192	(148)
9. APPROACHING THE CUSTOMER	192	(24)
10. CREATING THE CONSULTATIVE SALES PRESENTATION	216	(31)
11. CUSTOM FITTING THE SALES DEMONSTRATION	247	(21)
12. NEGOTIATING BUYER RESISTANCE	268	(24)
13. CLOSING AND CONFIRMING THE SALE	292	(24)
14. SERVICING THE SALE	316	(24)
Part VI Management of Self and Others	340	(65)
15. MANAGEMENT OF SELF: THE KEY TO GREATER SALES PRODUCTIVITY	340	(22)
16. COMMUNICATION STYLES: MANAGING THE RELATIONSHIP PROCESS	362	(24)
17. MANAGEMENT OF THE SALES FORCE	386	(19)
APPENDIX 1 FINDING EMPLOYMENT: A PERSONALIZED MARKETING APPROACH	405	(10)
APPENDIX 2 SOFTWARE FOR SALES AUTOMATION APPLICATIONS	415	(6)
APPENDIX 3 PARTNERSHIP SELLING: A ROLE PLAY/SIMULATION FOR SELLING TODAY	421	(61)
END NOTES	482	(17)
GLOSSARY	499	(10)
NAME INDEX	509	(8)
SUBJECT INDEX	517