Selling Today: Creating Customer Value and Microsoft CRM Package
For the Introductory level course in personal selling, sales, and/or tele-course in selling.\ Selling Today is a best-selling sales textbook because it integrates the concept of customer value at every step of the selling process. The tenth edition builds on the delivery of customer value by offering time-proven fundamentals and practical practices needed to succeed in today's world of sales and marketing.
Search in google:
For the Introductory level course in personal selling, sales, and/or tele-course in selling.Selling Today is a best-selling sales textbook because it integrates the concept of customer value at every step of the selling process. The tenth edition builds on the delivery of customer value by offering time-proven fundamentals and practical practices needed to succeed in today's world of sales and marketing.
Part I: Developing a Personal Selling Philosophy1. Personal Selling and the Marketing Concepts2. Personal Selling Opportunities in the Age of InformationPart II: Developing a Relationship Strategy3. Creating Value with a Relationship Strategy4. Communication Styles: Managing Selling Relationships5. Ethics: The Foundation for Relationships in SellingPart III: Developing a Product Strategy6. Creating Product Solutions7. Product-Selling Strategies that Add ValuePart IV: Developing a Customer Strategy8. The Buying Proecess and Buying Behavior9. Developing and Qualifying a Prospect BasePart V: Developing a Presentation Strategy10. Approaching the Customer11. Creating the Consultative Sales Presentation12. Creating Value with the Sales Demonstration13. Negotiating Buyer Concerns14. Closing the Sale and Confirming the Partnership15. Servicing the Sale and Building the PartnershipPart VI: Management of Self and Others16. Opportunity Management: The Key to Greater Sales Productivity17. Management of the Sales ForceAppendix 1: Finding Employment: A Personalized Marketing Plan for the Age of InformationAppendix 2: Use of Customer Relationship Managment (CRM) Software (ACT!)Appendix 3: Partnership Selling: A Role-Play/Simulation for Selling TodayEndnotesGlossaryCreditsName IndexSubject Index
