Table of contents for Selling today : creating customer value / Gerald L. Manning, Barry L. Reece.


Bibliographic record and links to related information available from the Library of Congress catalog
Note: Electronic data is machine generated. May be incomplete or contain other coding.


Counter
PART    1
Developing a Personal Selling Philosophy
1. PERSONAL SELLING AND THE MARKETING CONCEPT 4
2. PERSONAL SELLING OPPORTUNITIES IN THE AGE OF INFORMATION 29
PART    2
Developing a Relationship Strategy
3. CREATING VALUE WITH A RELATIONSHIP STRATEGY 54
4. COMMUNICATION STYLES: MANAGING SELLING RELATIONSHIPS 80
5. ETHICS: THE FOUNDATION FOR RELATIONSHIPS IN SELLING 106
PART    3
Developing a Product Strategy
6. CREATING PRODUCT SOLUTIONS 130
7. PRODUCT-SELLING STRATEGIES THAT ADD VALUE 156
PART    4
Developing a Customer Strategy
8. THE BUYING PROCESS AND BUYER BEHAVIOR 182
9. DEVELOPING AND QUALIFYING A PROSPECT BASE 208
PART    5
Developing a Presentation Strategy
10. APPROACHING THE CUSTOMER 236
11. CREATING THE CONSULTATIVE SALES PRESENTATION 264
12. CREATING VALUE WITH THE SALES DEMONSTRATION 292
13. NEGOTIATING BUYER CONCERNS 318
14. CLOSING THE SALE AND CONFIRMING THE PARTNERSHIP 341
15. SERVICING THE SALE AND BUILDING THE PARTNERSHIP 364
Management of Self and Others
16. OPPORTUNITY MANAGEME T: THE KEY TO GREATER SALES
PRODUCTIVITY 392
17. MANAGEMENT OF THE SALES FORCE 417



Library of Congress subject headings for this publication: Selling