Selling Today: Creating Customer Value
- ISBN-10
- 0131866834
- ISBN-13
- 9780131866836
- Series
- Selling Today
- Category
- Language Arts & Disciplines
- Pages
- 554
- Language
- English
- Published
- 2006-01
- Publisher
- Prentice Hall
- Authors
- Barry L. Reece, Gerald L. Manning
Description
"Selling Today: Creating Customer Value," one of the most popular sales information books on the market, offers readers a blend of time-proven fundamentals and new practices needed to succeed in today' s information economy. It emphasizes the need for salespeople to be guided by the new principle of personal selling: establishing partnerships that are maintained by customer value, created by the salesperson. This edition stresses the need for sales professionals to cope with new forces shaping the world of sales and marketing, and emphasizes the strategies for long-term success. It provides comprehensive coverage of consultative selling, strategic selling, partnering, and value-added selling. Sales force automation is also a major theme. For sales and marketing professionals.
Get the book
Other editions
Similar books
-
Selling Today: Partnering to Create Value, Global Edition
By Michael Ahearne, Gerald L Manning, Barry L ReeceAs the developed nations of the world transition from a production focus to a sales-and-service focus, this edition prepares students to succeed as members of a new generation of businesspeople.
-
Selling Today
By Barry L. Reece, Gerald L. Manning, Michael AhearneThis is the eBook of the printed book and may not include any media, website access codes, or print supplements that may come packaged with the bound book.
-
Selling Today: Creating Customer Value
By Barry L. Reece, Gerald L. Manning, Michael AhearneThe authors have updated this text with new research and new interactive tools to engage students and reinforce learning with doing.
-
Selling Today: Partnering to Create Value
By Barry L. Reece, Gerald L. Manning, Michael AhearneHelps students understand the value of developing personal selling skills by exposing them to a personal selling academic theory, role play scenarios, and real-world applications and ethical dilemmas--Publisher.
-
SNAP Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers
By Jill KonrathDrawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP Rules: -Keep it Simple: When you make things easy and clear for your customers, they'll change from the status quo.
-
Selling Today: Creating Customer Value, 9/e
By Gerald L. ManningSelling Today: Creating Customer Value, 9/e
-
Sell It Today, Sell It Now: Mastering the Art of the One-Call Close
By Tom Hopkins, Pat LeibyWhether you are an established sales professional with a long track record of achievement or a newcomer yet to make that first sale, you will learn why hundreds of thousands of salespeople use this book as a resource for new techniques and ...
-
Selling Today: Building Quality Partnerships
By Barry L. Reece, Gerald L. Manning, H. F. MacKenzie110: Bill Bachman/Image Works, p. 112: {all three photos) Courtesy of Xerox, p. 114: Tony Freeman/Pho- toEdit. p. 115: Michael Rosenfield/Tony Stone Images, p. 127: Rotary Air Force Inc. p. 136: Courtesy of Mercedes-Benz of North ...
-
Championship Selling: A Blueprint for Winning With Today's Customer
By Tom Blake, Tom Hodson, Tony EnricoIf the process of buying and selling makes the world go round, then why does it have such a lousy reputation? Customers are wary of those who come selling, and...
-
Creative Selling Today
By Stan KossenCreative Selling Today