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Full Description
Selling Today helps you understand the value of developing personal selling skills. The text incorporates academic theory, roleplay scenarios, real-world applications and ethical dilemmas. With the largest number of "learn by doing" materials of any personal selling text, Selling Today offers a wealth of tools to help you develop an ethical, customer-centered mindset.
With new discussions, scenarios and videos, the 15th Edition prepares you to succeed as a member of a new generation of sales professionals.
Contents
PART 1: DEVELOPING A PERSONAL SELLING PHILOSOPHY
Relationship Selling Opportunities in the Information Economy
Evolution of Selling Models That Complement the Marketing Concept
PART 2: DEVELOPING A RELATIONSHIP STRATEGY
Ethics: The Foundation for Partnering Relationships That Create Value
Creating Value with a Relationship Strategy
Communication Styles: A Key to Adaptive Selling Today
PART 3: DEVELOPING A PRODUCT STRATEGY
Creating Product Solutions
Product-Selling Strategies That Add Value
PART 4: DEVELOPING A CUSTOMER STRATEGY
The Buying Process and Buyer Behavior
Developing and Qualifying Prospects and Accounts
PART 5: DEVELOPING A PRESENTATION STRATEGY
Approaching the Customer with Adaptive Selling
Determining Customer Needs with a Consultative Questioning Strategy
Creating Value with the Consultative Presentation
Negotiating Buyer Concerns
Adapting the Close and Confirming the Partnership
Servicing the Sale and Building the Partnership
PART 6: MANAGEMENT OF SELF AND OTHERS
Opportunity Management: The Key to Greater Sales Productivity
Management of the Sales Force
APPENDICES
Reality Selling Today Role Plays and Video Scenarios
NewNet Systems Regional Accounts Management Case Study
Partnership Selling Role Play