Manning, Gerald L. <br/><br/>
Selling today : creating customer value. / 
Gerald L. Manning 
 - Upper Saddle River, N.J. :   Pearson Prentice Hall,   2007. 
 - xxxiv, 554 p. :   ill. (chiefly col.) ;   27 cm. 
<br/><br/> Includes index. 
<br/><br/>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. 
<br/><br/><label>ISBN: </label>0131866834 9780131866836 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Selling. 
<br/><br/><label>LC Class. No.: </label>HF5438.25.M35