(eBook PDF) Selling Today: Creating Customer Value, Seventh 7th Canadian Edition – Digital Ebook – Instant Delivery Download
Product details:
- ISBN-10 : 0133156850
- ISBN-13 : 978-0133156850
- Author:
Table contents:
Part 1 : Developing a Personal Selling Philosophy
Chapter 1 : Relationship Selling Opportunities in the Information Economy
Chapter 2 : Evolution of Selling Models That Complement the Marketing Concept
Part 2 : Developing a Relationship Strategy
Chapter 3 : Ethics: The Foundation for Partnering Relationships That Create Value
Chapter 5 : Communication Styles: A Key to Adaptive Selling Today
Part 3 : Developing a Product Strategy
Chapter 6 : Creating Product Solutions
Chapter 7 : Product-Selling Strategies That Add Value
Part 4 : Developing a Customer Strategy
Chapter 8 : The Buying Process and Buyer Behavior
Chapter 9 : Developing and Qualifying Prospects and Accounts
Part 5 : Developing a Presentation Strategy
Chapter 10 : Approaching the Customer with Adaptive Selling
Chapter 11 : Determining Customer Needs with a Consultative Questioning Strategy
Chapter 12 : Creating Value with the Consultative Presentation
Chapter 13 : Negotiating Buyer Concerns
Chapter 15 : Servicing the Sale and Building the Partnership
Part 6 : Management of Self and Others
Chapter 16 : Opportunity Management: The Key to Greater Sales Productivity
Chapter 17 : Management of the Sales Force
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