000			02303cam a2200361 i 4500
001			17834259
003			OSt
005			20230426104922.0
008			130801t20152015njua b 001 0 eng
010			_a 2013031201
020			_a9780133543384 (alk. paper)
020			_a0133543382 (alk. paper)
040			_aDLC _beng _cLC _erda _dDLC
042			_apcc
050	0	0	_aHF5438.25.M35
082	0	0	_a658.85 _223
100	1		_aManning, Gerald L. _91290
245	1	0	_aSelling today: partnering to create value. / _cGerald L. Manning, Michael Ahearne, Barry L. Reece.
250			_a13th ed.
264		1	_aBoston: _bPearson, _c2015.
300			_axxxii, 517 p. : _bcolor illustrations ; _c29 cm
336			_atext _2rdacontent
337			_aunmediated _2rdamedia
338			_avolume _2rdacarrier
504			_aIncludes bibliographical references (pages 485-501) and indexes.
505	0		_aContents: 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 --
650		0	_aSelling. _91291
700	1		_aAhearne, Michael. _91292
700	1		_aReece, Barry L. _91293
906			_a7 _bcbc _corignew _d1 _eecip _f20 _gy-gencatlg
942			_2lcc _cBK
999			_c9536 _d17036