Selling today : building quality partnerships / Gerald L. Manning, Barry L. Reece.

CONTENTS

PART I: SELLING TODAY: DEVELOPING A PERSONAL SELLING PHILOSOPHY

1. Personal Selling and the Marketing Concept
Personal Selling - A Positive Global Force
Personal Selling - A Definition and a Philosophy
Personal Selling as an Extension of the Marketing Concept
Evolution of Consultative-Style Selling
Evolution of Strategic Selling
Etc.

2. Career Opportunities in Selling Today
Careers in Personal Selling
Employment Settings in Selling Today
Personal Selling as an Auxiliary Activity
Learning to Sell

PART II: DEVELOPING A RELATIONSHIP STRATEGY

3. Factors Influencing the Relationship-Building Process
Developing a Relationship Strategy
Developing Thought Processes that Enhance
Nonverbal Strategies that Improve Relationships
Conversational Strategies that Enhance Relationships
Strategies for Self-Improvement

4. Communication Styles: Managing the Relationship Process
Communication Styles, an Introduction to Managing Selling Relationships
Communication-Style Model
Managing Communication-Style Bias
Developing Communication-Style Flexibility

PART III: DEVELOPING A PRODUCT STRATEGY

5. Acquiring Product Information
Developing a Product Strategy
Knowing Your Product
Know Your Company
Know Your Competition
Sources of Product Information
Etc.

6. Developing Product-Selling Strategies
Redefining the Product
Positioning as a Product-Selling Strategy
Total Product Concept

PART IV: DEVELOPING A CUSTOMER STRATEGY

7. Understanding buyer Behavior
Developing a Customer Strategy
The Complex Nature of a Customer Behavior
Forces Influencing Buying Decisions
Perception-How Customer Needs are Formed
How Customers Make Buying Decisions
Etc.

8. Developing a Prospect Base
The Importance of Prospecting
Prospecting Requires Planning
Sources of Prospects
Qualifying the Prospect
Organize Your Prospect Information
Etc.

PART V: DEVELOPING A PRESENTATION STRATEGY

9. APPROACHING THE CUSTOMER
Developing the Presentation Strategy
Planning the Preapproach
Developing the Presale Presentation Plan
The Approach

10. Creating The Consultative Sales Presentation
The Consultative Sales Presentation
Need Discovery
Selection of the Product
Need Satisfaction-Selecting a Presentation Strategy
Guiding For Developing a Persuasive Presentation Strategy

11. Custom Fitting: The Sales Demonstration
The Sales Demonstration
The Importance of The Sales Demonstration
Planning Effective Demonstration
The Use of Sales Tools

12: Negotiating Buyer Resistance
Negotiating Buyer Resistance and Problems
Common Types of Buyer Resistance
General Strategies for Negotiating Buyer Resistance

13. Closing and confirming the Sale
Developing an Attitude Towards Closing the Sale
Guidelines for Closing the Sale
Methods of Closing the Sale
Practice Closing
Confirming the Sale When the Buyer Says No
Etc.

14. Servicing the sale
The Importance of Customer Service
Building Long-Term Partnership with Customer Service
Customer Service Methods
Your Relationship Strategy Should Encompass All Key People
Solving the Customer's Problems
Etc.

PART VI: SALES MANAGEMENT

15. Management of the Sales Force
Career Opportunities in Sales Management
Sales Management Functions
Qualities of a Good Sales Manager
Recruitment and Selection of Salespeople
Orientation and Training
Etc.

16. Management of Self-The Key to Greater Sales Productivity
Management of Self-A Four-Dimensional Process
Time Management
Territory Management
Records Management
Stress Management

17. Ethical Considerations in Personal Selling
Making Ethical Decisions
Factors Influencing the Ethics of Salespeople
Toward a Personal Code of Ethics

PART VII: APPLYING TELECOMMUNICATION TO PERSONAL SELLING

18. Telemarketing Direct Line to Sales
Telemarketing-An Introduction
Functions of Telemarketing
Planning and Implementing a Telephone Sales Plan
Selecting and Training Telephone Sales Representatives
The Future of Telemarketing

Includes bibliographical references (p. 545-561). _. Glossary (p. 563-570). _ . and index (P. 575-583)