Imagen de Amazon.com
Portada de Syndetics
Imagen de OpenLibrary
Selling today creating customer value Gerald L. Manning, Barry L. Reece.
Detalles de publicación: New Jersey Pearson c2004.Edición: 9th edDescripción: xxix, 527 p. col. ill. 21 cmISBN:- 0131009524
- HF5438.25 .M35 2004
| Imagen de cubierta | Tipo de ítem | Biblioteca actual | Biblioteca de origen | Colección | Ubicación en estantería | Signatura topográfica | Materiales especificados | Info Vol | URL | Copia número | Estado | Notas | Fecha de vencimiento | Código de barras | Reserva de ítems | Prioridad de la cola de reserva de ejemplar | Reservas para cursos | |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Libro | Biblioteca de Mayagüez Colección General mb | HF5438.25 .M35 2004 (Navegar estantería(Abre debajo)) | Suppl. | Disponible | 50000002167442 | |||||||||||||
| Libro | Biblioteca de Mayagüez Colección General mb | HF5438.25 .M35 2004 (Navegar estantería(Abre debajo)) | Disponible | 50000002167434 |
Total de reservas: 0
Descripciones mejoradas de Syndetics:
For the introductory level course in sales, personal selling, and/or a tele-course in selling.
This best-selling text offers a blend of time-proven fundamentals and new practices needed to succeed in today's information economy. The ninth edition provides comprehensive coverage of consultative selling, strategic selling, partnering, and value-added selling. Sales force automation is also a major theme.
Includes Selling Today supplement -- Using Technology to add Value, 2004.
Includes bibliographical references (p. 497-507) and index.
gccoct2006
Tabla de contenidos provista por Syndetics
- Part I Developing a Personal Selling Philosophy
- 1 Personal Selling and the Marketing Concepts
- 2 Personal Selling Opportunities in the Age of Information
- Part II Developing a Relationship Strategy
- 3 Creating Value with a Relationship Strategy
- 4 Communication Styles: Managing Selling Relationships
- 5 Ethics: The Foundation for Relationships in Selling
- Part III Developing a Product Strategy
- 6 Creating Product Solutions
- 7 Product-Selling Strategies that Add Value
- Part IV Developing a Customer Strategy
- 8 The Buying Proecess and Buying Behavior
- 9 Developing and Qualifying a Prospect Base
- Part V Developing a Presentation Strategy
- 10 Approaching the Customer
- 11 Creating the Consultative Sales Presentation
- 12 Creating Value with the Sales Demonstration
- 13 Negotiating Buyer Concerns
- 14 Closing the Sale and Confirming the Partnership
- 15 Servicing the Sale and Building the Partnership
- Part VI Management of Self and Others
- 16 Opportunity Management: The Key to Greater Sales Productivity
- 17 Management of the Sales Force
- Appendix 1 Finding Employment: A Personalized Marketing Plan for the Age of Information
- Appendix 2 Use of Customer Relationship Managment (CRM) Software (ACT!)
- Appendix 3 Partnership Selling: A Role-Play/Simulation for Selling Today
- Endnotes
- Glossary
- Credits
- Name Index
- Subject Index