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Home > Business and Economics > Business and Management > Sales and marketing > Selling Today: United States Edition
Selling Today: United States Edition

Selling Today: United States Edition


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About the Book

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 today’s 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. In the eleventh edition, Manning and Reece have invited Michael Ahearne to join their best-selling author team. Ahearne’s experience as Associate Professor of Marketing and Executive Director of the Sales Excellence Institute, in addition to his extensive educational background, provides invaluable insight to this already well-researched text.

Table of Contents:
PART  1 Developing a Personal Selling Philosophy 1.    PERSONAL SELLING AND THE MARKETING CONCEPT   2.    PERSONAL SELLING OPPORTUNITIES IN THE AGE OF INFORMATION   PART  2 Developing a Relationship Strategy 3.    CREATING VALUE WITH A RELATIONSHIP STRATEGY   4.    COMMUNICATION STYLES: A KEY TO ADAPTIVE SELLING 5.    ETHICS: THE FOUNDATION FOR RELATIONSHIPS IN SELLING   PART  3 Developing a Product Strategy 6.    CREATING PRODUCT SOLUTIONS   7.    PRODUCT-SELLING STRATEGIES THAT ADD VALUE   PART  4 Developing a Customer Strategy 8.    THE BUYING PROCESS AND BUYER BEHAVIOR   9.    DEVELOPING AND QUALIFYING A PROSPECT BASE   PART  5 Developing a Presentation Strategy 10.    APPROACHING THE CUSTOMER   11.    CREATING THE CONSULTATIVE SALES PRESENTATION   12.    CREATING VALUE WITH THE SALES DEMONSTRATION   13.    NEGOTIATING BUYER CONCERNS   14.    CLOSING THE SALE AND CONFIRMING THE PARTNERSHIP   15.    SERVICING THE SALE AND BUILDING THE PARTNERSHIP   PART  6 Management of Self and Others 16.    OPPORTUNITY MANAGEMENT: THE KEY TO GREATER SALES PRODUCTIVITY   17.    MANAGEMENT OF THE SALES FORCE   APPENDIX 1    REALITY SELLING TODAY VIDEO BASED ROLE PLAYS   APPENDIX 2    USE OF CUSTOMER RELATIONSHIP MANAGEMENT (CRM) SOFTWARE   SALESFORCE.COM   APPENDIX 3    PARTNERSHIP SELLING: A ROLE-PLAY/SIMULATION FOR SELLING TODAY   Endnotes   Glossary   Credits   Name Index   Subject Index  


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Product Details
  • ISBN-13: 9780132079952
  • Publisher: Pearson Education (US)
  • Publisher Imprint: Pearson
  • Height: 276 mm
  • No of Pages: 544
  • Weight: 1460 gr
  • ISBN-10: 013207995X
  • Publisher Date: 17 Feb 2009
  • Binding: Hardback
  • Language: English
  • Sub Title: United States Edition
  • Width: 216 mm


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