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Selling today : building quality partnerships

Author: Gerald L Manning; Barry L Reece; H F MacKenzie
Publisher: Toronto : Prentice Hall, ©2001.
Edition/Format:   Print book : English : 2nd Canadian edView all editions and formats
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Document Type: Book
All Authors / Contributors: Gerald L Manning; Barry L Reece; H F MacKenzie
ISBN: 0130848697 9780130848697
OCLC Number: 43276092
Notes: Includes indexes.
Description: xxvii, 497 pages : illustrations, portraits ; 25 cm
Contents: I. DEVELOPING A PERSONAL SELLING PHILOSOPHY FOR THE NEW ECONOMY. 1. Personal Selling and the Marketing Concept. 2. Personal Selling Opportunities in the Age of Information. II. DEVELOPING A RELATIONSHIP STRATEGY. 3. Creating Value with a Relationship Strategy. 4. Communication Styles: Managing the Relationship Process. III. DEVELOPING A PRODUCT STRATEGY. 5. Creating Product Solutions. 6. Developing Product-Selling Strategies. IV. DEVELOPING A CUSTOMER STRATEGY. 7. Understanding Buyer Behaviour. 8. Developing a Prospect Base. V. DEVELOPING A PRESENTATION STRATEGY. 9. Approaching the Customer. 10. Creating the Consultative Sales Presentation. 11. Custom Fitting the Sales Demonstration. 12. Negotiating Buyer Concerns. 13. Closing the Sale and Confirming the Partnership. 14. Servicing the Sale and Building the Partnership. VI. MANAGEMENT OF SELF AND OTHERS. 15. Management of Self: The Key to Greater Sales Productivity. 16. Ethics: The Foundation for Relationships in Selling. 17. Management of the Sales Force.
Responsibility: Gerald L. Manning, Barry L. Reece, H.F. (Herb) MacKenzie.

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