000			01521nam a22001697a 4500
008			120601t xxu||||| |||| 00| 0 eng d
020			_a0131866834 9780131866836
050			_aHF5438.25.M35
100			_aManning, Gerald L.
245			_aSelling today : creating customer value. / _cGerald L. Manning
260			_aUpper Saddle River, N.J. : _b Pearson Prentice Hall, _c2007.
300			_axxxiv, 554 p. : _b ill. (chiefly col.) ; _c 27 cm.
500			_aIncludes index.
505			_aContents: Developing a personal selling : Personal selling and the marketing concept -- Personal selling opportunities in the age of information -- Developing a relatioship strategy : Creating value with a relationship strategy -- Communication styles : managing selling relationships -- Ethics : the foundation for relationships in selling -- Developing a product strategy : Creating product solution -- Product - selling strategies that add value -- Developing a customer strategy : The buying process and buyer behavior -- Developing and qualifying 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 others: Oppportunity management : the key to graeter sales productivity -- Management of the sales force.
650			_aSelling.
942			_2lcc _cBK
999			_c1061 _d8561