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Selling today : partnering to create value / Michael Ahearne and Gerald Manning.

By: Ahearne, MichaelContributor(s): Manning, GeraldMaterial type: TextTextLanguage: English Publication details: Harlow : Pearson, 2023. Edition: 15th edDescription: 543 p. : ill. ; 28 cmISBN: 1292458631; 9781292458632Subject(s): SellingDDC classification: 658.85 Online resources: WorldCat Details
Contents:
Table of contents PART 1: DEVELOPING A PERSONAL SELLING PHILOSOPHY Relationship Selling Opportunities in the Information EconomyEvolution of Selling Models That Complement the Marketing Concept PART 2: DEVELOPING A RELATIONSHIP STRATEGY Ethics: The Foundation for Partnering Relationships That Create ValueCreating Value with a Relationship StrategyCommunication Styles: A Key to Adaptive Selling Today PART 3: DEVELOPING A PRODUCT STRATEGY Creating Product SolutionsProduct-Selling Strategies That Add Value PART 4: DEVELOPING A CUSTOMER STRATEGY The Buying Process and Buyer BehaviorDeveloping and Qualifying Prospects and Accounts PART 5: DEVELOPING A PRESENTATION STRATEGY Approaching the Customer with Adaptive SellingDetermining Customer Needs with a Consultative Questioning StrategyCreating Value with the Consultative PresentationNegotiating Buyer ConcernsAdapting the Close and Confirming the PartnershipServicing the Sale and Building the Partnership PART
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Holdings
Item type Current library Collection Call number Copy number Status Date due Barcode Item holds
Text Text Dr. S. R. Lasker Library, EWU
Reserve Section 		Non-fiction 658.85 AHS 2023 (Browse shelf(Opens below)) C-1 Not For Loan 31912
Text Text Dr. S. R. Lasker Library, EWU
Circulation Section 		Non-fiction 658.85 AHS 2023 (Browse shelf(Opens below)) C-2 Available 31913
Text Text Dr. S. R. Lasker Library, EWU
Circulation Section 		Non-fiction 658.85 AHS 2023 (Browse shelf(Opens below)) C-3 Available 31914
Total holds: 0

Includes bibliographical references and index.

Table of contents PART 1: DEVELOPING A PERSONAL SELLING PHILOSOPHY Relationship Selling Opportunities in the Information EconomyEvolution of Selling Models That Complement the Marketing Concept PART 2: DEVELOPING A RELATIONSHIP STRATEGY Ethics: The Foundation for Partnering Relationships That Create ValueCreating Value with a Relationship StrategyCommunication Styles: A Key to Adaptive Selling Today PART 3: DEVELOPING A PRODUCT STRATEGY Creating Product SolutionsProduct-Selling Strategies That Add Value PART 4: DEVELOPING A CUSTOMER STRATEGY The Buying Process and Buyer BehaviorDeveloping and Qualifying Prospects and Accounts PART 5: DEVELOPING A PRESENTATION STRATEGY Approaching the Customer with Adaptive SellingDetermining Customer Needs with a Consultative Questioning StrategyCreating Value with the Consultative PresentationNegotiating Buyer ConcernsAdapting the Close and Confirming the PartnershipServicing the Sale and Building the Partnership PART

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Sagar Shahanawaz

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