Selling today : building quality partnerships /
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| Main Author: | |
|---|---|
| Other Authors: | |
| Format: | Book |
| Language: | English |
| Published: |
Upper Saddle River, N.J. :
Prentice Hall,
c1998.
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| Edition: | 7th ed. |
| Subjects: |
Table of Contents:
- 1. Personal Selling and the Marketing Concept
- 2. Career Opportunities in Selling Today
- 3. Factors Influencing the Relationship-Building Process
- 4. Ethics: The Foundation for Relationships in Selling
- 5. Acquiring Product Information
- 6. Developing Product-Selling Strategies
- 7. Understanding Buyer Behavior
- 8. Developing a Prospect Base
- 9. Approaching the Customer
- 10. Creating the Consultative Sales Presentation
- 11. Custom Fitting the Sales Demonstration
- 12. Negotiating Buyer Resistance
- 13. Closing and Confirming the Sale
- 14. Servicing the Sale
- 15. Management of Self: The Key to Greater Sales Productivity
- 16. Communication Styles: Managing the Relationship Process
- 17. Management of the Sales Force
- App. 1. Finding Employment: A Personalized Marketing Approach
- App. 2. Software for Sales Automation Applications
- App. 3. Partnership Selling: A Role Play/Simulation for Selling Today.