Selling Today: Creating Customer Value and Microsoft CRM Package / Edition 10

Selling Today: Creating Customer Value and Microsoft CRM Package / Edition 10

by Gerald L. Manning, Barry L. Reece, Barry L. Reece
     
 

ISBN-10: 0132221772

ISBN-13: 9780132221771

Pub. Date: 02/10/2006

Publisher: Prentice Hall

For the Introductory level course in personal selling, sales, and/or tele-course in selling.

Selling Today is a best-selling sales textbook because it integrates the concept of customer value at every step of the selling process. The tenth edition builds on the delivery of customer value by offering time-proven fundamentals and practical practices needed to

…  See more details below

Overview

For the Introductory level course in personal selling, sales, and/or tele-course in selling.

Selling Today is a best-selling sales textbook because it integrates the concept of customer value at every step of the selling process. The tenth edition builds on the delivery of customer value by offering time-proven fundamentals and practical practices needed to succeed in today's world of sales and marketing.

Product Details

ISBN-13:
9780132221771
Publisher:
Prentice Hall
Publication date:
02/10/2006
Edition description:
REV
Pages:
592
Product dimensions:
8.38(w) x 10.26(h) x 1.04(d)

Table of Contents

Part I: Developing a Personal Selling Philosophy

1. Personal Selling and the Marketing Concepts

2. Personal Selling Opportunities in the Age of Information

Part II: Developing a Relationship Strategy

3. Creating Value with a Relationship Strategy

4. Communication Styles: Managing Selling Relationships

5. Ethics: The Foundation for Relationships in Selling

Part III: Developing a Product Strategy

6. Creating Product Solutions

7. Product-Selling Strategies that Add Value

Part IV: Developing a Customer Strategy

8. The Buying Proecess and Buying Behavior

9. Developing and Qualifying a Prospect Base

Part V: 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 VI: Management of Self and Others

16. Opportunity Management: The Key to Greater Sales Productivity

17. Management of the Sales Force

Appendix 1: Finding Employment: A Personalized Marketing Plan for the Age of Information

Appendix 2: Use of Customer Relationship Managment (CRM) Software (ACT!)

Appendix 3: Partnership Selling: A Role-Play/Simulation for Selling Today

Endnotes

Glossary

Credits

Name Index

Subject Index

Read More

Customer Reviews

Average Review:

Write a Review

and post it to your social network

     

Most Helpful Customer Reviews

See all customer reviews >