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Table of content: 1 Relationship Selling Opportunities in the Information Economy
2 Evolution of Selling Models That Complement the Marketing Concept
3 Ethics: The Foundation for Relationships That Create Value
4 Creating Value with a Relationship Strategy
5 Communication Styles: A Key to Adaptive Selling Today
6 Creating Product Solutions
7 Product-Selling Strategies That Add Value
8 The Buying Process and Buyer Behaviour
9 Developing and Qualifying Prospects and Accounts
10 Approaching the Customer with Adaptive Selling
11 Determining Customer Needs with a Consultative Questioning Strategy
12 Creating Value with the Consultative Presentation
13 Negotiating Buyer Concerns
14 Adapting the Close and Confirming the Partnership
15 Servicing the Sale and Building the Partnership
16 Opportunity Management: The Key to Greater Sales Productivity
17 Management of the Sales Force
Product Details: Language: English
ISBN-10: 0133156850
ISBN-13: 978-0133156850
ISBN-13: 9780133156850
Author:  Gerald L. Manning
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