TY  - BOOK
AU  - Manning, Gerald L.
AU  - Reece, Barry L.
AU  - Mackenzie, (Herb) H.F.
TI  - Selling today: creating customer value. 
SN  - 0131275992
AV  - HF5438.25.M35 
PY  - 2007///
CY  - Toronto
PB  - Prentice Hall
N1  - 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
ER  -