Selling Today: Creating Customer Value, Ninth Edition

3.45 avg rating
( 29 ratings by Goodreads )
 
9780131009523: Selling Today: Creating Customer Value, Ninth Edition
View all copies of this ISBN edition:
 
 

Selling Today: Creating Customer Value, one of the most popular sales information books on the market, offers readers a blend of time-proven fundamentals and new practices needed to succeed in today's information economy. It emphasizes the need for salespeople to be guided by the new principle of personal selling: establishing partnerships that are maintained by customer value, created by the salesperson. This edition stresses the need for sales professionals to cope with new forces shaping the world of sales and marketing, and emphasizes the strategies for long-term success. It provides comprehensive coverage of consultative selling, strategic selling, partnering, and value-added selling. Sales force automation is also a major theme. For sales and marketing professionals.

"synopsis" may belong to another edition of this title.

About the Author:

ABOUT THE AUTHORS:

 

Dr. Barry L. Reece, Virginia Polytechnic Institute and State University 

 

Dr. Reece has devoted more than three decades to teaching, researching, consulting, and to the development of training programs in the areas of sales, leadership, human relations, and management. He has conducted over 600 seminars and workshops for public and private sector organizations. He has written extensively in the areas of sales, supervision, communications, and management. Dr. Reece was named “Trainer of the Year” by the Valleys of Virginia Chapter of the American Society for Training and Development and was awarded the “Excellence in Teaching Award” by the College of Human Sciences and Education at Virginia Polytechnic Institute and State University.

 

Dr. Reece has contributed to numerous journals and is author or co-author of thirty books including Business, Human RelationsPrinciples and Practices, Supervision and Leadership in Action, and Effective Human RelationsPersonal and Organizational Applications. He has served as a consultant to Lowe’s Companies, Inc., Wachovia, WLR Foods, Kinney Shoe Corporation, Carilion Health System, and numerous other profit and not-for-profit organizations.

 

 

Gerald L. Manning, Des Moines Area Community College

 

Mr. Manning served as chair of the Marketing/Management Department for more than 30 years. In addition to his administrative duties, he has served as lead instructor in sales and sales management. The classroom has provided him with an opportunity to study the merits of various experimental learning

approaches such as role-plays, simulations, games, and interactive demonstrations. Partnership Selling: A Role-Play/Simulation for Selling Today, included in the ninth edition, was developed and tested in the classroom by Mr. Manning. He has also applied numerous personal selling principles and practices in the real world as owner of a real estate development and management company.

 

Mr. Manning has served as a sales and marketing consultant to senior management and owners of over 500 businesses, including several national companies. He appears regularly as a speaker at national sales conferences. Mr. Manning has received the “Outstanding Instructor of the Year” award given annually by his college.

 

 

 

Keeping Current in a Changing World:

Throughout the past decade, Professors Manning and Reece have relied on three strategies to keep current in the dynamic field of personal selling. First, both are actively involved in sales training and consulting. Frequent interaction with salespeople and sales managers provides valuable insight regarding contemporary issues and developments in the field of personal selling. A second major strategy involves extensive research and development activities. The major focus of these activities has been factors that contribute to high-performance salespeople. The third major strategy involves completion of training and development programs offered by America’s most respected sales training companies. Professors Manning and Reece have completed seminars and workshops offered by Wilson Learning Corporation, Forum Corporation, Franklin Covey, Sedona Training Associates, Association for Humanistic Psychology, and several other organizations.

 

 

"About this title" may belong to another edition of this title.

Other Popular Editions of the Same Title

9780131055445: Selling Today: Creating Customer Value (with FREE Selling Today: Using Technology to Add Value) (9th Edition)

Featured Edition

ISBN 10:  0131055445 ISBN 13:  9780131055445
Publisher: Prentice Hall, 2003
Hardcover

9780131866836: Selling Today: Creating Customer Value, 10th Edition

Prenti..., 2006
Hardcover

9780131866638: Selling Today: Creating Customer Value with Computers

Prenti..., 2006
Softcover

9780132221771: Selling Today: Creating Customer Value and ACT! CRM Software Pkg (10th Edition)

Prenti..., 2006
Hardcover

9780131866614: Selling Today: Creating Customer Value

Addiso..., 2006
Softcover

Top Search Results from the AbeBooks Marketplace

1.

Gerald L. Manning; Barry L. Reece
Published by Prentice Hall (2003)
ISBN 10: 0131009524 ISBN 13: 9780131009523
New Hardcover Quantity Available: 1
Seller:
Irish Booksellers
(Portland, ME, U.S.A.)
Rating
[?]

Book Description Prentice Hall, 2003. Condition: New. book. Seller Inventory # M0131009524

More information about this seller | Contact this seller

Buy New
US$ 27.85
Convert currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, rates & speeds

2.

Gerald L. Manning, Barry L. Reece
Published by Prentice Hall (2003)
ISBN 10: 0131009524 ISBN 13: 9780131009523
New Hardcover Quantity Available: 1
Seller:
Ergodebooks
(RICHMOND, TX, U.S.A.)
Rating
[?]

Book Description Prentice Hall, 2003. Hardcover. Condition: New. 9. Seller Inventory # DADAX0131009524

More information about this seller | Contact this seller

Buy New
US$ 25.17
Convert currency

Add to Basket

Shipping: US$ 3.99
Within U.S.A.
Destination, rates & speeds

3.

Manning, Gerald L., Reece, Barry L.
Published by Prentice Hall (2003)
ISBN 10: 0131009524 ISBN 13: 9780131009523
New Hardcover Quantity Available: 2
Seller:
Murray Media
(North Miami Beach, FL, U.S.A.)
Rating
[?]

Book Description Prentice Hall, 2003. Hardcover. Condition: New. Never used!. Seller Inventory # P110131009524

More information about this seller | Contact this seller

Buy New
US$ 43.09
Convert currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, rates & speeds

4.

Manning, Gerald L.; Reece, Barry L.
Published by Prentice Hall, Upper Saddle River, NJ (2003)
ISBN 10: 0131009524 ISBN 13: 9780131009523
New Hardcover Quantity Available: > 20
Seller:
a2zbooks
(Burgin, KY, U.S.A.)
Rating
[?]

Book Description Prentice Hall, Upper Saddle River, NJ, 2003. Hardcover. Condition: New. 9th Edition. Brand new in shrink wrap. Multiple copies available this title. Quantity Available: 36. Category: Business, Finance & Marketing; ISBN: 0131009524. ISBN/EAN: 9780131009523. Pictures of this item not already displayed here available upon request. Inventory No: 1560734653. Seller Inventory # 1560734653

More information about this seller | Contact this seller

Buy New
US$ 59.95
Convert currency

Add to Basket

Shipping: US$ 4.75
Within U.S.A.
Destination, rates & speeds