Selling today: creating customer value. / Gerald L. Manning, Barry L. Reece and H.F.(Herb) Mackenzie
Material type: TextPublisher: Toronto: Prentice Hall, 2007Edition: 4th edDescription: xxix,450p.: ill.; 26cmISBN: 0131275992LOC classification: HF5438.25.M35Item type | Current location | Home library | Call number | Status | Date due | Barcode |
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Books | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY Reference | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | HF5438.25.M35 (Browse shelf) | Available | 7492/520/13 |
Browsing WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY shelves, Shelving location: Reference Close shelf browser
HF5438.25.J633 Selling and sales management. / | HF5438.25.J634 Selling and sales management. / | HF5438.25.J635 Selling and sales management. / | HF5438.25.M35 Selling today: creating customer value. / | HF5438.4.G34 Sales management: text and cases. / | HF5438.4.M36 The management of sales and cutomer relations. / | HF5438.4.M361 The management of sales and cutomer relations. / |
Includes index.
Contents: Developing a personal selling philosophy for the new economy: Personal selling today: introduction and overview -- Personal selling opportunities in the age of information -- Developing a relationship strategy: Creating value with a relationship strategy -- Communication styles:managing the relationship process -- Ethics: the foundation for relationships in selling -- Developing a product strategy: Creating product solutions -- Product-selling strategies that add value -- Developing a customer strategy: The buying process and buyer behaviour -- Developing 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 other: Management of self: the key to greater sales productivity -- Management of the sales force -- Appendix: software installation for sales force automation (CRM) application.
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