TY  - BOOK
AU  - Manning,Gerald L.
AU  - Ahearne,Michael
AU  - Reece,Barry L.
TI  - Selling today: partnering to create value 
SN  - 9781292060170
AV  - HF5438.25 .M283 2014
U1  - 658.85 23
PY  - 2014///
CY  - Boston
PB  - Pearson
KW  - Selling
N1  - Includes bibliographical references (pages 485-501) and indexes; Preface -- Acknowledgments -- About the authors -- 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 -- Appendix 1 reality selling today role-play scenarios -- Appendix 2 selling today and customer relationship management (crm) -- Appendix 3 partnership selling : a role-play/simulation for selling today -- Endnotes -- Glossary -- Name index -- Subject index; AB108; PMK2033 PRINCIPLES OF SELLING PRACTICE
ER  -