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SELLING TODAY书籍详细信息
- ISBN：9780138152475
- 作者：暂无作者
- 出版社：暂无出版社
- 出版时间：2010-12
- 页数：505
- 价格：648.50
- 纸张：胶版纸
- 装帧：平装
- 开本：16开
- 语言：未知
- 丛书：暂无丛书
- TAG：暂无
- 豆瓣评分：暂无豆瓣评分
内容简介：
For undergraduate Personal Selling courses. Students heading for a career in business will benefit from researched and proven selling techniques. Professional sales skills are becoming increasingly important in today's business world. This text covers up-to-date academic topics and rich application materials, providing students with everything they need to understand and apply selling techniques. In the eleventh edition, Manning and Reece have invited Michael Ahearne to join their best-selling author team. Ahearne's experience as Associate Professor of Marketing and Executive Director of the Sales Excellence Institute, in addition to his extensive educational background, provides invaluable insight to this already well-researched text.
MyLab或是Mastering系列是在线作业系统。Access Code Card是在线作业系统的访问码，是老师和学生课堂之外网络互动及交流的平台，个人是无法使用这个平台的。请读者注意您购买的这个ISBN是不带Access Code Card的。
书籍目录：
Preface
Acknowledgments
About the Authors
PART 1 Developing a Personal Selling Philosophy
Chapter 1 Personal Selling and the Marketing Concept
Chapter 2 Personal Selling Opportunities in the Ageof Information
PART 2 Developing a Relationship Strategy
Chapter 3 Creating Value with a Relationship Strategy
Chapter 4 Communication Styles: A Key to AdaptiveSelling Today
Chapter 5 Ethics: The Foundation for Relationships in Selling
PART 3 Developing a Product Strategy
Chapter 6 Creating Product Solutions
Chapter 7 Product-Selling Strategies That Add Value
PART4 Developing a Customer Strategy
Chapter8 The Buying Process and Buyer Behavior
Chapter9 Developing and Qualifying a Prospect Base
PART 5 Developing a Presentation Strategy
Chapter 10 Approaching the Customer with Adaptive Selling
Chapter 11 Creating the Consultative Sales Presentation
Chapter 12 Creating Value with the Sales Demonstration
Chapter 13 Negotiating Buyer Concerns
Chapter 14 Adapting the Close and Confirming the Partnership
Chapter 15 Servicing the Sale and Building the Partnership
PART 6 Management of Self and Others
Chapter 16 Opportunity Management: The Key to Greater SalesProductivity
Chapter 17 Management of the Sales Force
Appendix 1 Reality Selling Today Role-Play Scenarios
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书籍介绍
For undergraduate Personal Selling courses. Students heading for a career in business will benefit from researched and proven selling techniques. Professional sales skills are becoming increasingly important in today's business world. This text covers up-to-date academic topics and rich application materials, providing students with everything they need to understand and apply selling techniques. In the eleventh edition, Manning and Reece have invited Michael Ahearne to join their best-selling author team. Ahearne's experience as Associate Professor of Marketing and Executive Director of the Sales Excellence Institute, in addition to his extensive educational background, provides invaluable insight to this already well-researched text.
MyLab或是Mastering系列是在线作业系统。Access Code Card是在线作业系统的访问码，是老师和学生课堂之外网络互动及交流的平台，个人是无法使用这个平台的。请读者注意您购买的这个ISBN是不带Access Code Card的。
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