creating customer value Manning, Gerald L. creator Reece, Barry L. Mackenzie, (Herb) H.F. text xxu Toronto Prentice Hall 2007 4th ed. monographic eng

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xxix,450p.: ill.; 26cm. 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. Gerald L. Manning, Barry L. Reece and H.F.(Herb) Mackenzie Includes index. HF5438.25.M35 0131275992 150115