Selling Today : Building Quality Partnerships

Leading text in selling market. Reorganized table of contents. Ethics chapter is now #4. ACT! material on Selling Today web site. Web exercises included in each chapter. Has a relationship focus. Role play simulation built in text start Chp. 5. Features on Building Quality Relationships. Supports Intelecom distance learning course.

PREFACE

xxiii

(8)

ABOUT THE AUTHORS

xxxi

Part I Developing a Personal Selling Philosophy

2

(46)

1. PERSONAL SELLING AND THE MARKETING CONCEPT

2

(25)

2. CAREER OPPORTUNITIES IN SELLING TODAY

27

(21)

Part II Developing a Relationship Strategy

48

(44)

3. FACTORS INFLUENCING THE RELATIONSHIP-BUILDING PROCESS

48

(24)

4. ETHICS: THE FOUNDATION FOR RELATIONSHIPS IN SELLING

72

(20)

Part III Developing a Product Strategy

92

(48)

5. ACQUIRING PRODUCT INFORMATION

92

(25)

6. DEVELOPING PRODUCT-SELLING STRATEGIES

117

(23)

Part IV Developing a Customer Strategy

140

(52)

7. UNDERSTANDING BUYER BEHAVIOR

140

(26)

8. DEVELOPING A PROSPECT BASE

166

(26)

Part V Developing a Presentation Strategy

192

(148)

9. APPROACHING THE CUSTOMER

192

(24)

10. CREATING THE CONSULTATIVE SALES PRESENTATION

216

(31)

11. CUSTOM FITTING THE SALES DEMONSTRATION

247

(21)

12. NEGOTIATING BUYER RESISTANCE

268

(24)

13. CLOSING AND CONFIRMING THE SALE

292

(24)

14. SERVICING THE SALE

316

(24)

Part VI Management of Self and Others

340

(65)

15. MANAGEMENT OF SELF: THE KEY TO GREATER SALES PRODUCTIVITY

340

(22)

16. COMMUNICATION STYLES: MANAGING THE RELATIONSHIP PROCESS

362

(24)

17. MANAGEMENT OF THE SALES FORCE

386

(19)

APPENDIX 1 FINDING EMPLOYMENT: A PERSONALIZED MARKETING APPROACH

405

(10)

APPENDIX 2 SOFTWARE FOR SALES AUTOMATION APPLICATIONS

415

(6)

APPENDIX 3 PARTNERSHIP SELLING: A ROLE PLAY/SIMULATION FOR SELLING TODAY

421

(61)

END NOTES

482

(17)

GLOSSARY

499

(10)

NAME INDEX

509

(8)

SUBJECT INDEX

517

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Selling Today : Building Quality Partnerships

Summary

Table of Contents

Supplemental Materials