000			01659nam a22001937a 4500
008			150115b xxu||||| |||| 00| 0 eng d
020			_a0131275992
050			_aHF5438.25.M35
100			_aManning, Gerald L.
245			_aSelling today: _bcreating customer value. / _cGerald L. Manning, Barry L. Reece and H.F.(Herb) Mackenzie
250			_a4th ed.
260			_aToronto: _bPrentice Hall, _c2007.
300			_axxix,450p.: _bill.; _c26cm.
500			_aIncludes index.
505			_aContents: 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.
700			_aReece, Barry L.
700			_aMackenzie, (Herb) H.F.
942			_2lcc _cBK
999			_c5288 _d12788