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Título: Selling Today: Creating Customer Value | |
| Autor: Manning, Gerald And Reece, Barry | Precio: $725.00 | |
| Editorial: Pearson/Prentice Hall | Año: 2006 | |
| Tema: Negocios, Ventas, Empresa | Edición: 10ª | |
| Sinopsis | ISBN: 9780132221771 | |
| Part I: Developing a Personal Selling Philosophy
1. Personal Selling and the Marketing Concepts 2. Personal Selling Opportunities in the Age of Information Part II: Developing a Relationship Strategy 3. Creating Value with a Relationship Strategy 4. Communication Styles: Managing Selling Relationships 5. Ethics: The Foundation for Relationships in Selling Part III: Developing a Product Strategy 6. Creating Product Solutions 7. Product-Selling Strategies that Add Value Part IV: Developing a Customer Strategy 8. The Buying Proecess and Buying Behavior 9. Developing and Qualifying a Prospect Base Part V: Developing a Presentation Strategy 10. Approaching the Customer 11. Creating the Consultative Sales Presentation 12. Creating Value with the Sales Demonstration 13. Negotiating Buyer Concerns 14. Closing the Sale and Confirming the Partnership 15. Servicing the Sale and Building the Partnership Part VI: Management of Self and Others 16. Opportunity Management: The Key to Greater Sales Productivity 17. Management of the Sales Force Appendix 1: Finding Employment: A Personalized Marketing Plan for the Age of Information Appendix 2: Use of Customer Relationship Managment (CRM) Software (ACT!) Appendix 3: Partnership Selling: A Role-Play/Simulation for Selling Today |
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