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Selling Today
ISBN: 9780132079952 | 013207995X
Edition: 11thFormat: Hardcover
Publisher: Prentice Hall
Pub. Date: 1/1/2010
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For undergraduate Personal Selling courses. Students heading for a career in business will benefit from researched and proven selling techniques. Professional sales skills are becoming increasingly important in todays business world. This text covers up-to-date academic topics and rich application materials, providing students with everything they need to understand and apply selling techniques. Hundreds of articles and resources have been reviewed and updated to reflect the latest research and trends. The authors have also examined popular sal... MORE
| Developing a Personal Selling Philosophy | |
| Personal Selling and the Marketing Concept | |
| Personal Selling Opportunities in the Age of Information | |
| Developing a Relationship Strategy | |
| Creating Value with a Relationship Strategy | |
| Communication Styles: A Key to Adaptive Selling | |
| Ethics: The Foundation for Relationships in Selling | |
| Developing a Product Strategy | ... MORE|
| Creating Product Solutions | |
| Product-Selling Strategies that add Value | |
| Developing a Customer Strategy | |
| The Buying Process and Buyer 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 | |
| Reality Selling Today Video Based Role Plays | |
| Use of Customer Relationship Management (CRM) Software Salesforce.com | |
| 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. |
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