Selling today : creating customer value. / Gerald L. Manning
Material type: TextPublisher: Upper Saddle River, N.J. : Pearson Prentice Hall, 2007Description: xxxiv, 554 p. : ill. (chiefly col.) ; 27 cmISBN: 0131866834 9780131866836Subject(s): SellingLOC classification: HF5438.25.M35Item type | Current location | Home library | Call number | Copy number | Status | Date due | Barcode |
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Books | 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 | |
Books | 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 | |
Books | 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 |
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HF5438.25.K3756 Short cycle selling : beating your competitors in the sales race. / | HF5438.25.K3757 Short cycle selling : beating your competitors in the sales race. / | HF5438.25.K3758 Short cycle selling : beating your competitors in the sales race. / | HF5438.25.M35 Selling today : creating customer value. / | HF5438.25.M351 Selling today : creating customer value. / | HF5438.25.M352 Selling today : creating customer value. / | HF5438.25.W2933 Selling: building partnerships. / |
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.
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