Publication Year	8
Table of Contents	Part 1: Developing a Personal Selling Philosophy 1. Relationship Selling Opportunities in the Information Economy 2. Evolution of Selling Models That Complement the Marketing Concept Part 2: Developing a Relationship Strategy 3. Ethics: The Foundation for Partnering Relationships That Create Value 4. Creating Value with a Relationship Strategy 5. Communication Styles Part 3: Developing a Product Strategy 6. Creating Product Solutions 7. Product-Selling Strategies That Add Value Part 4: Developing a Customer Strategy 8. The Buying Process and Buyer Behavior 9. Developing and Qualifying Prospects and Accounts Part 5: Developing a Presentation Strategy 10. Approaching the Customer with Adaptive Selling 11. Determining Customer Needs with a Consultative Questioning Strategy 12. Creating Value with the Consultative Presentation 13. Negotiating Buyer Concerns 14. Adapting the Close and Confirming the Partnership 15. Servicing the Sale and Building the Partnership Part 6: Management of Self and Others
Number of Pages	552

Contributors

Author Info

Michael Ahearne, University of Houston Gerald L. Manning, Des Moines Area Community College Barry Reece, Virginia Polytechnic Institute and State University

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