Selling today : creating customer value / Gerald L. Manning, Barry L. Reece.
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TextLanguage: English Publication details: New Delhi : Upper Saddle River, N.J. : Dorling Kindersley (India) private Limited, Pearson Education International, Prentice Hall, c2004. Edition: 9th edDescription: xxix, 527 p. : ill. col. ; 26 cmISBN: 8131706842; 0131230298; 9780131009523Subject(s): SellingDDC classification: 658.85 Online resources: WorldCat details | Item type | Current library | Collection | Call number | Copy number | Status | Date due | Barcode | Item holds | Course reserves |
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Dr. S. R. Lasker Library, EWU Reserve Section | Non-fiction | 658.85 MAS 2004 (Browse shelf(Opens below)) | C-1 | Not For Loan | 21597 | |||
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Dr. S. R. Lasker Library, EWU Circulation Section | Non-fiction | 658.85 MAS 2004 (Browse shelf(Opens below)) | C-3 | Available | 21599 | |||
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Dr. S. R. Lasker Library, EWU Circulation Section | Non-fiction | 658.85 MAS 2004 (Browse shelf(Opens below)) | C-4 | Available | 21600 | |||
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Dr. S. R. Lasker Library, EWU Circulation Section | Non-fiction | 658.85 MAS 2004 (Browse shelf(Opens below)) | C-5 | Available | 21601 | |||
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Dr. S. R. Lasker Library, EWU Circulation Section | Non-fiction | 658.85 MAS 2004 (Browse shelf(Opens below)) | C-6 | Available | 21602 | |||
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Dr. S. R. Lasker Library, EWU Circulation Section | Non-fiction | 658.85 MAS 2004 (Browse shelf(Opens below)) | C-7 | Available | 21603 | |||
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Dr. S. R. Lasker Library, EWU Circulation Section | Non-fiction | 658.85 MAS 2004 (Browse shelf(Opens below)) | C-8 | Available | 21604 | |||
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Dr. S. R. Lasker Library, EWU Circulation Section | Non-fiction | 658.85 MAS 2004 (Browse shelf(Opens below)) | C-9 | Available | 21605 | |||
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Dr. S. R. Lasker Library, EWU Circulation Section | Non-fiction | 658.85 MAS 2004 (Browse shelf(Opens below)) | C-10 | Available | 21606 |
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| 658.848 EXP 1996 Export management / | 658.848 ROE 1994 Entry strategies for international markets / | 658.85 FUF 1993 Fundamentals of selling / | 658.85 MAS 2004 Selling today : | 658.85 MAS 2004 Selling today : | 658.854 NEM 2000 Marketing in India : | 658.87 BER 2011 Retail management : |
Previous ed.: c2001.
Includes bibliographical references and indexes.
TOC Preface --
About the authors --
Pt. 1. Developing a personal selling philosophy for the new economy --
1. Personal selling and the marketing concepts --
2. Personal selling opportunities in the age of information --
Pt. 2. Developing a relationship strategy --
3. Creating value with a relationship strategy --
4. Ethics: the foundation for relationships in selling --
Pt. 3. Developing a product strategy --
5. Creating product solutions --
6. Product-selling strategies that add value --
Pt. 4. Developing a customer strategy --
7. Understanding buyer behavior --
8. Developing and qualifying a prospect base Pt. 5. Developing a presentation strategy --
9. Approaching the customer --
10. Creating the consultative sales presentation --
11. Creating value with the sales demonstration --
12. Negotiating buyer concerns --
13. Closing the sale and confirming the partnership --
14. Servicing the sale and building the partnership Pt. 6. Management of self and others --
15. Opportunity Management: The Key to Greater Sales Productivity --
16. Communication styles: managing the relationship process --
17. Management of the sales force --
Appendix 1: Finding employment: e personalized marketing plan for the age of information --
Appendix 2: Use of customer relationship Management (CRM) Software (ACT!) --
Appendix 3: Partnership selling: a role-play/simulation for selling today --
Endnotes --
Glossary --
Credits --
Name Index --
Subject Index.
Summary:
For the Introductory level course in personal selling, sales, and/or tele-course in selling. Selling Today is a best-selling sales textbook because it integrates the concept of customer value at every step of the selling process. The ninth edition builds on the delivery of customer value by offering time-proven fundamentals and practical practices needed to succeed in today's world of sales and marketing.
BA
Tahur Ahmed
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