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Selling today : building quality partnerships / Gerald L. Manning, Barry L. Reece.

By: Manning, Gerald LContributor(s): Reece, Barry LMaterial type: TextTextPublication details: Upper Saddle River, N.J. : Prentice Hall, c1998. Edition: 7th edISBN: 0136138373Subject(s): SellingDDC classification: 658.85 LOC classification: HF5438.25
Contents:
1. Personal Selling and the Marketing Concept -- 2. Career Opportunities in Selling Today -- 3. Factors Influencing the Relationship-Building Process -- 4. Ethics: The Foundation for Relationships in Selling -- 5. Acquiring Product Information -- 6. Developing Product-Selling Strategies -- 7. Understanding Buyer Behavior -- 8. Developing a Prospect Base -- 9. Approaching the Customer -- 10. Creating the Consultative Sales Presentation -- 11. Custom Fitting the Sales Demonstration -- 12. Negotiating Buyer Resistance -- 13. Closing and Confirming the Sale -- 14. Servicing the Sale -- 15. Management of Self: The Key to Greater Sales Productivity -- 16. Communication Styles: Managing the Relationship Process -- 17. Management of the Sales Force -- App. 1. Finding Employment: A Personalized Marketing Approach -- App. 2. Software for Sales Automation Applications -- App. 3. Partnership Selling: A Role Play/Simulation for Selling Today.
Holdings
Item type Home library Call number Status Date due Barcode Item holds
Two Week Loan Two Week Loan de Havilland Learning Resources Centre
Main Shelves 		658.85 MAN (Browse shelf(Opens below)) Available 4404672206
Two Week Loan Two Week Loan de Havilland Learning Resources Centre
Main Shelves 		658.85 MAN (Browse shelf(Opens below)) Available 4404672224
Two Week Loan Two Week Loan de Havilland Learning Resources Centre
Main Shelves 		658.85 MAN (Browse shelf(Opens below)) Available 4404718694
Total holds: 0

Enhanced descriptions from Syndetics:

Includes bibliographical references (p. 482-498) and indexes.

1. Personal Selling and the Marketing Concept -- 2. Career Opportunities in Selling Today -- 3. Factors Influencing the Relationship-Building Process -- 4. Ethics: The Foundation for Relationships in Selling -- 5. Acquiring Product Information -- 6. Developing Product-Selling Strategies -- 7. Understanding Buyer Behavior -- 8. Developing a Prospect Base -- 9. Approaching the Customer -- 10. Creating the Consultative Sales Presentation -- 11. Custom Fitting the Sales Demonstration -- 12. Negotiating Buyer Resistance -- 13. Closing and Confirming the Sale -- 14. Servicing the Sale -- 15. Management of Self: The Key to Greater Sales Productivity -- 16. Communication Styles: Managing the Relationship Process -- 17. Management of the Sales Force -- App. 1. Finding Employment: A Personalized Marketing Approach -- App. 2. Software for Sales Automation Applications -- App. 3. Partnership Selling: A Role Play/Simulation for Selling Today.

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