000			05038pam a2200289 a 4500
003			OSt
005			20240116105715.0
008			940823s1995 njua b 001 0 eng
020			_a0205164463
020			_a0205164463
020			_a9780205164462
040			_aBUL _cBUL _dBUL _bEng _erda
082	0	0	_a658.85 _223 _bMAN
100	1		_aManning, Gerald L.
245	1	0	_aSelling today : _bbuilding quality partnerships / _cGerald L. Manning, Barry L. Reece.
250			_a6th edition.
260			_aEnglewood Cliffs, N.J: _bPrentice Hall, _cc1995.
300			_axxiii, 582 p. : _bill. (some col.) ; _c26 cm. + _e1computer disk (3 1/2 in.)
500			_a 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
504			_aIncludes bibliographical references (p. 545-561). _. Glossary (p. 563-570). _ . and index (P. 575-583)
650		0	_aSelling.
650		0	_aMarketing
650		0	_aCustomer Strategy
700	1		_aReece, Barry L.
942			_2ddc _cBO _e6th edition _h658.85 _i1 _kMAN _m658.85 MAN
999			_c2054 _d2054