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Synopsis
Embodying the changing nature of personal selling in America today, this bestselling book shows readers how to achieve long-term success in the field by mastering relationship-building skills and effectively applying modern sales automation technology, and emphasizes the value of investing in quality, long-term relationships that yield repeat business and referrals. Chronicles the evolution of consultative selling, strategic selling, partnering, value added selling, sales force automation and other major developments in personal selling, and focuses on several key person-to-person relationship-building practices that contribute to success in personal selling. Examines the importance of complete and accurate product, company, and competitive knowledge in personal selling, discusses why and how customers buy and explains how to identify prospects, and stresses the concept of a salesperson as advisor, consultant, and partner to buyers. Includes a large number of real-world examples from some of today's most progressive companies, including Home Depot, 3M, Procter & Gamble. For professionals in sales and/or marketing.
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From the Back Cover
Key Benefit:Embodying the changing nature of personal selling in America today, this bestselling book shows readers how to achieve long-term success in the field by mastering relationship-building skills and effectively applying modern sales automation technology, and emphasizes the value of investing in quality, long-term relationships that yield repeat business and referrals.Key Topics: Chronicles the evolution of consultative selling, strategic selling, partnering, value added selling, sales force automation and other major developments in personal selling, and focuses on several key person-to-person relationship-building practices that contribute to success in personal selling. Examines the importance of complete and accurate product, company, and competitive knowledge in personal selling, discusses why and how customers buy and explains how to identify prospects, and stresses the concept of a salesperson as advisor, consultant, and partner to buyers. Includes a large number of real-world examples from some of today's most progressive companies, including Home Depot, 3M, Procter & Gamble. Market: For professionals in sales and/or marketing.
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Selling Today: Building Quality Partnerships
Seller: Dial-A-Book, NARRABEEN, NSW, Australia
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Condition: Very Good. 4to hardcover 525pp index, colour & b/w illus. very good+. Book Description: For the introductory level course in sales, personal selling, and/or a tele-course in selling. This best-selling, introductory text embodies the changing nature of personal selling today. It shows students how to master vital relationship-building skills and apply modern sales automation technology to achieve long-term success in the field. Seller Inventory # 27950
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Selling Today: Building Quality Partnerships
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Hardcover. Condition: Très bon. Légères traces d'usure sur la couverture. Edition 1997. Ammareal reverse jusqu'à 15% du prix net de cet article à des organisations caritatives. ENGLISH DESCRIPTION Book Condition: Used, Very good. Slight signs of wear on the cover. Edition 1997. Ammareal gives back up to 15% of this item's net price to charity organizations. Seller Inventory # E-841-409
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Selling Today: Building Quality Partnerships
Published by
Prentice Hall College Div, 1997
ISBN 10: 0136138373
ISBN 13: 9780136138372
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Selling Today - Building Quality Partnerships
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Selling Today - Building Quality Partnerships
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Selling Today
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Selling Today
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Selling Today
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Selling Today: Building Quality Partnerships
Published by
Prentice Hall College Div, 1997
ISBN 10: 0136138373
ISBN 13: 9780136138372
Used
Hardcover
Seller: Mispah books, Redhill, SURRE, United Kingdom
Seller rating 4 out of 5 stars
Hardcover. Condition: Like New. Like New. book. Seller Inventory # ERICA75801361383736
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