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Selling Today : Creating Customer Value (with FREE Selling Today: Using Technology to Add Value)
ISBN: 9780131055445 | 0131055445
Edition: 9thFormat: Package
Publisher: Prentice Hall
Pub. Date: 1/1/2004
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For the introductory level course in sales, personal selling, and/or a tele-course in selling. This best-selling text offers a blend of time-proven fundamentals and new practices needed to succeed in today's information economy. The ninth edition provides comprehensive coverage of consultative selling, strategic selling, partnering, and value-added selling. Sales force automation is also a major theme.
Selling Today: Creating Customer Value, one of the most popular sales information books on the market, offers read... MORE
Selling Today: Creating Customer Value, one of the most popular sales information books on the market, offers read... MORE
I. DEVELOPING A PERSONAL SELLING PHILOSOPHY. 1. Personal Selling and the Marketing Concept. 2. Personal Selling Opportunities in the Age of Information. II. DEVELOPING A RELATIONSHIP STRATEGY. 3. Creating Value with a Relationship Strategy. 4. Ethics-The Foundation for Relationships in Selling. III. DEVELOPING A PRODUCT STRATEGY. 5. Creating Product Solutions. 6. Product-Selling Strategies that Add Value. IV. DEVELOPING A CUSTOMER STRATEGY. 7. Understanding Buyer Behavior. 8. Developing a Prospect Base. V. DEVELOPING A PRESENTATION STRATEGY. 9.... MORE
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