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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.
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
Table of Contents provided by Publisher. All Rights Reserved.