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- 2013031201 contributor B12738484.
- 2013031201 contributor B12738485.
- 2013031201 date "2013".
- 2013031201 description "Includes bibliographical references and indexes.".
- 2013031201 description "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.".
- 2013031201 extent "pages cm".
- 2013031201 identifier "0133543382 (alk. paper)".
- 2013031201 identifier "9780133543384 (alk. paper)".
- 2013031201 issued "2013".
- 2013031201 language "eng".
- 2013031201 subject "658.85 23".
- 2013031201 subject "HF5438.25 .M35 2013".
- 2013031201 subject "Selling.".
- 2013031201 tableOfContents "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.".
- 2013031201 title "Selling today / Gerald L. Manning, Des Moines Area Community College, Michael Ahearne, University of Houston, Barry L. Reece, Virginia Polytechnic Institute and State University.".
- 2013031201 type "text".