Manning, Gerald L. <br/><br/>
Selling today: partnering to create value. / 
Gerald L. Manning, Michael Ahearne, Barry L. Reece. 
 - 13th ed. 
 - xxxii, 517 p. :  color illustrations ;  29 cm 
<br/><br/>Includes bibliographical references (pages 485-501) and indexes. 
<br/><br/>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 --  
<br/><br/><label>ISBN: </label>9780133543384 (alk. paper) 0133543382 (alk. paper) 
<br/><br/><label>LCCN: </label>2013031201 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Selling.
<br/><br/><label>LC Class. No.: </label>HF5438.25.M35  
<br/><br/><label>Dewey Class. No.: </label>658.85