TY  - BOOK
AU  - Manning, Gerald L.
TI  - Selling today : creating customer value.
SN  - 0131866834 9780131866836
AV  - HF5438.25.M35 
PY  - 2007///
CY  - Upper Saddle River, N.J.
PB  -  Pearson Prentice Hall, 
KW  - Selling.
N1  - 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
ER  -