عنوان

Selling today :

شابک

0133156850

شابک

0134650522

شابک

9780133156850

شابک

9780134650524

عنوان اصلي

Selling today :

نام عام مواد

[Book]

ساير اطلاعات عنواني

partnering to create value /

نام نخستين پديدآور

Gerald L. Manning, Michael Ahearne, Barry L. Reece, H.F. (Herb) MacKenzie.

وضعيت ويراست

Seventh Canadian edition.

محل نشرو پخش و غیره

Toronto :

نام ناشر، پخش کننده و غيره

Pearson Canada,

تاریخ نشرو بخش و غیره

2015.

تاريخ

1501

نام خاص و کميت اثر

xxvi, 474 pages ;

ابعاد

26 cm

متن يادداشت

Includes index.

متن يادداشت

Revision of: Selling today : partnering to create value / Gerald L. Manning [and others] 6th Canadian ed. Toronto : Pearson Canada, 2013.

متن يادداشت

Part I: Developing a personal selling philosophy. Relationship selling opportunities in the information economy -- Evolution of selling models that complement the marketing concept -- Part II: Developing a relationship strategy. Ethics : the foundation for relationships in business that create value -- Creating value with a relationship strategy -- Communication styles : a key to adaptive selling today -- Part III: Developing a product strategy. Creating product solutions -- Product-selling strategies that add value -- Part IV: Developing a customer strategy. The buying process and buyer behaviour -- Developing and qualifying prospects and accounts -- Part V: Developing a presentation strategy. Approaching the customer with adaptive selling -- Determining customer needs with a consultative questioning strategy -- Creating value with the consultative presentation -- Negotiating buyer concerns -- Adapting the close and confirming the partnership -- Servicing the sale and building the partnership -- Part VI: Management of self and others. Opportunity management : the key to greater sales productivity -- Management of the sales force.

بدون عنوان

0

موضوع مستند نشده

Selling, Textbooks.

موضوع مستند نشده

Selling.

شماره

ويراست

شماره رده

مستند نام اشخاص تاييد نشده

Manning, Gerald L

مستند نام اشخاص تاييد نشده

Ahearne, Michael

مستند نام اشخاص تاييد نشده

MacKenzie, H. F

مستند نام اشخاص تاييد نشده

Reece, Barry L

تاريخ عمليات

20200822085528.0

قواعد فهرست نويسي ( بخش توصيفي )

rda

نام الکترونيکي

نوع ماده

[Book]

تكميل شده

Y