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Selling Today : Creating Customer Value
ISBN: 9780131866836 | 0131866834
Edition: 10thFormat: Hardcover
Publisher: Prentice Hall
Pub. Date: 1/1/2007
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"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.
| 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 Strate... MORE | |
| 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. |
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