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Tables of Contents for Selling Today
Chapter/Section Title
Page #
Page Count
Preface
xxiii
About the Authors
xxxi
PART I Developing a Personal Selling Philosophy for the New Economy
Personal Selling and the Marketing Concept
3
24
Personal Selling Opportunities in The Age of Information
27
22
PART II Developing a Relationship Strategy
Creating Value With A Relationship Strategy
49
22
Ethics: The Foundation for Relationships in Selling
71
20
PART III Developing a Product Strategy
Creating Product Solutions
91
25
Product-Selling Strategies that Add Value
116
25
PART IV Developing a Customer Strategy
Understanding Buyer Behavior
141
24
Developing a Prospect Base
165
24
PART V Developing a Presentation Strategy
Approaching the Customer
189
24
Creating the Consultative Sales Presentation
213
28
Custom Fitting the Sales Demonstration
241
21
Negotiating Buyer Concerns
262
22
Closing the Sale and Confirming the Partnership
284
21
Servicing the Sale and Building the Partnership
305
24
PART VI Management of Self and Others
Management of Self: The Key To Greater Sales Productivity
329
20
Communication Styles: Managing the Relationship Process
349
23
Management of the Sales Force
372
17
Appendix 1 Finding Employment: A Personalized Marketing Plan for the Age of Information
389
10
Appendix 2 Use of Customer Relationship Management (CRM) Software (ACT!)
399
7
Appendix 3 Partnership Selling: A Role Play/Simulation for Selling Today
406
67
End Notes
473
12
Glossary
485
6
Credits
491
2
Name Index
493
6
Subject Index
499