Selling today : creating customer value. / Gerald L. Manning
Material type:![Text](/opac-tmpl/lib/famfamfam/BK.png)
Item type | Current location | Home library | Call number | Copy number | Status | Date due | Barcode |
---|---|---|---|---|---|---|---|
![]() |
WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY General Stacks | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | HF5438.25.M35 (Browse shelf) | 1 | Available | 2404/12 | |
![]() |
WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY General Stacks | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | HF5438.25.M351 (Browse shelf) | 2 | Available | 2405/12 | |
![]() |
WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY General Stacks | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | HF5438.25.M352 (Browse shelf) | 3 | Available | 2406/12 |
Includes index.
Contents: Developing a personal selling : Personal selling and the marketing concept -- Personal selling opportunities in the age of information -- Developing a relatioship 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 solution -- Product - selling strategies that add value -- Developing a customer strategy : The buying process and buyer 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: Oppportunity management : the key to graeter sales productivity -- Management of the sales force.
There are no comments on this title.