Title: Selling Today : Building Quality Partnerships, 6th Edition (With Disk) Author: Gerald L. Manning Barry L. Reece ISBN: 0205164463 / 9780205164462 Format: Hard Cover Pages: 582 Publisher: Prentice Hall Year: 1995 Availability: In Stock
Description
Contents
Continuing to mirror the changing nature of personal selling in America, this study focuses on the principles and practices used by individuals who achieved long-term success. It emphasizes the value of high quality, long-term relationships that yield repeat business and referrals. The study contains many examples from successful smaller, marketing-oriented businesses and covers information and exercises on sales force automation (SFA).
Preface
About The Authors
Part I : Selling Today: Developing a Personal Selling Philosophy Chapter 1 : Personal Selling and The Marketing Concept Chapter 2 : Career Opportunities in Selling Today
Part II : Developing a Relationship Strategy Chapter 3 : Factors Influencing The Relationship-Building Process Chapter 4 : Communication Styles : Managing The Relationship Process
Part III : Developing a Product Strategy Chapter 5 : Acquiring Product Information Chapter 6 : Developing Product-Selling Strategies
Part IV : Developing a Customer Strategy Chapter 7 : Understanding Buyer Behavior Chapter 8 : Developing A Prospect Base
Part V : Developing A Presentation Strategy Chapter 9 : Approaching The Customer Chapter 10 : Creating The Consultative Sales Presentation Chapter 11 : Custom Fitting The Sales Demonstration Chapter 12 : Negotiating Buyer Resistance Chapter 13 : Closing and Confirming The Sale Chapter 14 : Servicing The Sale
Part VI : Sales Management Chapter 15 : Management of The Sales Force Chapter 16 : Management of Self-The Key to Greater Sales Productivity Chapter 17 : Ethical Considerations in Personal Selling
Part VII : Applying Telecommunications to Personal Selling Chapter 18 : Telemarketing-Direct Line to Sales
Appendix 1 : Finding Employment : A Personalized Marketing Approach
Appendix 2 : Software Installation for Sales Automation Applications
Appendix 3 : Partnership Selling : A Role Play/Simulation for Selling Today
End Notes
Glossary
Name Index
Subject Index