Includes index.

Contents: Developing a personal selling philosophy for the new economy: Personal selling today: introduction and overview -- Personal selling opportunities in the age of information -- Developing a relationship strategy: Creating value with a relationship strategy -- Communication styles:managing the relationship process -- Ethics: the foundation for relationships in selling -- Developing a product strategy: Creating product solutions -- Product-selling strategies that add value -- Developing a customer strategy: The buying process and buyer behaviour -- Developing 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 other: Management of self: the key to greater sales productivity -- Management of the sales force -- Appendix: software installation for sales force automation (CRM) application.