Selling today: creating customer value. /
Gerald L. Manning, Barry L. Reece and H.F.(Herb) Mackenzie
- 4th ed.
- Toronto: Prentice Hall, 2007.
- xxix,450p.: ill.; 26cm.
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.