01521nam a22001697a 4500 120601t xxu||||| |||| 00| 0 eng d 0131866834 9780131866836 HF5438.25.M35 Manning, Gerald L. Selling today : creating customer value. / Gerald L. Manning Upper Saddle River, N.J. : Pearson Prentice Hall, 2007. xxxiv, 554 p. : ill. (chiefly col.) ; 27 cm. Includes index. Contents: Developing a personal selling : Personal selling and the marketing concept -- Personal selling opportunities in the age of information -- Developing a relatioship strategy : Creating value with a relationship strategy -- Communication styles : managing selling relationships -- Ethics : the foundation for relationships in selling -- Developing a product strategy : Creating product solution -- Product - selling strategies that add value -- Developing a customer strategy : The buying process and buyer behavior -- Developing and qualifying 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 others: Oppportunity management : the key to graeter sales productivity -- Management of the sales force. Selling. lcc BK 1061 8561 0 0 lcc 0 0 WIUC-1 WIUC-1 GEN 2012-06-01 0 HF5438.25.M35 2404/12 2012-06-01 00:00:00 1 2012-06-01 BK 0 0 lcc 0 0 WIUC-1 WIUC-1 GEN 2012-06-01 0 HF5438.25.M351 2405/12 2012-06-01 00:00:00 2 2012-06-01 BK 0 0 lcc 0 0 WIUC-1 WIUC-1 GEN 2012-06-01 0 HF5438.25.M352 2406/12 2012-06-01 00:00:00 3 2012-06-01 BK