02303cam a2200361 i 4500 17834259 OSt 20230426104922.0 130801t20152015njua b 001 0 eng 2013031201 9780133543384 (alk. paper) 0133543382 (alk. paper) DLC eng LC rda DLC pcc HF5438.25.M35 658.85 23 Manning, Gerald L. 1290 Selling today: partnering to create value. / Gerald L. Manning, Michael Ahearne, Barry L. Reece. 13th ed. Boston: Pearson, 2015. xxxii, 517 p. : color illustrations ; 29 cm text rdacontent unmediated rdamedia volume rdacarrier Includes bibliographical references (pages 485-501) and indexes. Contents: Developing a personal selling philosophy: Relationship selling opportunities in the information economy -- Evolution of selling models that complement the marketing concept -- Developing a relationship strategy: Ethics : the foundation for partnering relationships that create value -- Creating value with a relationship strategy -- Communication styles : a key to adaptive selling today -- Developing a product strategy: Creating product solutions -- Product-selling strategies that add value -- Developing a customer strategy -- The buying process and buyer behavior -- Developing and qualifying prospects and accounts -- Developing a presentation strategy: Approaching the customer with adaptive selling -- Determining customer needs with a consultative questioning strategy -- Creating value with the consultative presentation -- Negotiating buyer concerns -- Adapting the close and confirming the partnership -- Servicing the sale and building the partnership -- Management of self and others: Opportunity management : the key to greater sales productivity -- Management of the sales force -- Selling. 1291 Ahearne, Michael. 1292 Reece, Barry L. 1293 7 cbc orignew 1 ecip 20 y-gencatlg lcc BK 9536 17036 0 0 lcc 0 0 WIUC-KL WIUC-KL GEN 2023-03-15 0 HF5438.25.M35(13e) K/3097/0195/23 2023-04-26 00:00:00 1 2023-04-26 BK 0 0 lcc 0 0 WIUC-KL WIUC-KL GEN 2023-03-15 0 HF5438.25.M351(13e) K/3098/0196/23 2023-04-26 00:00:00 2 2023-04-26 BK 0 0 lcc 0 0 WIUC-KL WIUC-KL GEN 2023-03-15 0 HF5438.25.M352(13e) K/3099/0197/23 2023-04-26 00:00:00 3 2023-04-26 BK