Manning, Gerald L. creator Ahearne, Michael. Reece, Barry L. text bibliography nju 2015 2015 13th ed. monographic eng

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xxxii, 517 p. : color illustrations ; 29 cm 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 -- Gerald L. Manning, Michael Ahearne, Barry L. Reece. Includes bibliographical references (pages 485-501) and indexes. Selling HF5438.25.M35 658.85 9780133543384 (alk. paper) 0133543382 (alk. paper) 2013031201 DLC 130801 20230426104922.0 17834259 eng