Selling Today: Creating Customer Value

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

• ISBN13: 9780131009523
• ISBN10: 0131009524
• Edition: 9th
• Format: Hardcover
• Copyright: 2004-01-01
• Publisher: PRENTICE HALL

Summary

Selling Today: Creating Customer Value, one of the most popular sales information books on the market, offers readers a blend of time-proven fundamentals and new practices needed to succeed in today's information economy. It emphasizes the need for salespeople to be guided by the new principle of personal selling: establishing partnerships that are maintained by customer value, created by the salesperson. This edition stresses the need for sales professionals to cope with new forces shaping the world of sales and marketing, and emphasizes the strategies for long-term success.It provides comprehensive coverage of consultative selling, strategic selling, partnering, and value-added selling. Sales force automation is also a major theme.For sales and marketing professionals.

Table of Contents

Developing a Personal Selling Philosophy

Personal Selling and the Marketing Concepts

Personal Selling Opportunities in the Age of Information

Developing a Relationship Strategy

Creating Value with a Relationship Strategy

Communication Styles: Managing Selling Relationships

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 Proecess and Buying 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

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

Use of Customer Relationship Managment (CRM) Software (ACT!)

Partnership Selling: A Role-Play/Simulation for Selling Today

Endnotes

Glossary

Credits

Name Index

Subject Index

Table of Contents provided by Publisher. All Rights Reserved.