01659nam a22001937a 4500 150115b xxu||||| |||| 00| 0 eng d 0131275992 HF5438.25.M35 Manning, Gerald L. 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. Reece, Barry L. Mackenzie, (Herb) H.F. lcc BK 5288 12788 0 0 lcc 0 0 WIUC-1 WIUC-1 REF 2015-01-15 0 HF5438.25.M35 7492/520/13 2015-01-15 00:00:00 2015-01-15 BK