TY  - BOOK
AU  - Manning,Gerald L.
AU  - Ahearne,Michael
AU  - Reece,Barry L.
TI  - Selling today: partnering to create value.
SN  - 9780133543384 (alk. paper)
AV  - HF5438.25.M35  
U1  - 658.85 23
PY  - 2015///
CY  - Boston
PB  - Pearson
KW  - Selling
N1  - 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 --
ER  -