Personal Selling: Building Customer Relationships and Partnerships

Häftad, Engelska, 2014

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Beskrivning

Now is an especially exciting and challenging time to study professional selling. Personal Selling: Building Customer Relationships and Partnerships uses a pragmatic, up-to-date, realistic, upbeat, and professional approach to the study of personal selling.

Produktinformation

Utgivningsdatum:2014-01-14
Mått:216 x 279 x 32 mm
Vikt:1 744 g
Format:Häftad
Språk:Engelska
Antal sidor:564
Upplaga:3
Förlag:Kendall/Hunt Publishing Co ,U.S.
ISBN:9781465238726

Utforska kategorier

Nationalekonomi inom Ekonomi och Ledarskap

Innehållsförteckning

PART ONE Overview of Personal SellingCHAPTER 1 Introduction to Personal Selling: It’s a Great Career!CHAPTER 2 Adjusting to the Dynamic Personal Selling EnvironmentCHAPTER 3 Ethical and Legal Considerations in Personal SellingPART TWO The Personal Selling ProcessCHAPTER 4 Prospecting and Qualifying: Filling the Salesperson’s “Pot of Gold”CHAPTER 5 Planning the Sales Call: Steps to a Successful ApproachCHAPTER 6 Sales Presentation and Demonstration: The Pivotal ExchangeCHAPTER 7 Negotiating Sales Resistance and Objections for “Win-Win” Agreements CHAPTER 8 Confirming and Closing the Sale: Start of the Long-Term Relationship CHAPTER 9 Following Up and Servicing the Account: Building Strategic Partnerships by Keeping Customers Satisfied and LoyalPART THREE Understanding and Communicating with CustomersCHAPTER 10 Understanding and Negotiating with Organizational BuyersCHAPTER 11 Strategic Understanding of Your Company, Products, Competition, and MarketsCHAPTER 12 Communicating Effectively with Diverse CustomersPART FOUR Achieving Success in Personal SellingCHAPTER 13 Managing Your Time and Your TerritoryCHAPTER 14 Starting Your Personal Selling Career