Selling today: partnering to create value. / Gerald L. Manning, Michael Ahearne, Barry L. Reece.
Material type: TextPublisher: Boston: Pearson, 2015Edition: 13th edDescription: xxxii, 517 p. : color illustrations ; 29 cmContent type: text Media type: unmediated Carrier type: volumeISBN: 9780133543384 (alk. paper); 0133543382 (alk. paper)Subject(s): SellingDDC classification: 658.85 LOC 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 KUMASI LIBRARY General Stacks | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA KUMASI LIBRARY | HF5438.25.M35(13e) (Browse shelf) | 1 | Available | K/3097/0195/23 | |
Books | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA KUMASI LIBRARY General Stacks | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA KUMASI LIBRARY | HF5438.25.M351(13e) (Browse shelf) | 2 | Available | K/3098/0196/23 | |
Books | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA KUMASI LIBRARY General Stacks | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA KUMASI LIBRARY | HF5438.25.M352(13e) (Browse shelf) | 3 | Available | K/3099/0197/23 |
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P90.R67(9e) Speech communication : the speechmaking process. / | HF5438.25.M35(13e) Selling today: partnering to create value. / | HF5438.25.M351(13e) Selling today: partnering to create value. / | HF5438.25.M352(13e) Selling today: partnering to create value. / | HD58.7.L86(10e) Human relations in organizations: applications and skill building. / | HD58.7.L861(10e) Human relations in organizations: applications and skill building. / | HF5438.25.F86(12e) ABC's of relationship selling through service. / |
Includes bibliographical references (pages 485-501) and indexes.
Contents: Developing a personal selling philosophy: Relationship selling opportunities in the information economy -- Evolution of selling models that complement the marketing concept -- Developing a relationship strategy: Ethics : the foundation for partnering relationships that create value -- Creating value with a relationship strategy -- Communication styles : a key to adaptive selling today -- Developing a product strategy: Creating product solutions -- Product-selling strategies that add value -- Developing a customer strategy -- The buying process and buyer behavior -- Developing and qualifying prospects and accounts -- Developing a presentation strategy: Approaching the customer with adaptive selling -- Determining customer needs with a consultative questioning strategy -- Creating value with the consultative presentation -- Negotiating buyer concerns -- Adapting the close and confirming the partnership -- Servicing the sale and building the partnership -- Management of self and others: Opportunity management : the key to greater sales productivity -- Management of the sales force --
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