Personal Selling: Building Customer Relationships and Partnerships

Häftad, Engelska, 2014

AvRolph Anderson,Rajiv Mehta,Alan Dubinsky

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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

Utgivningsdatum2014-01-14
Mått216 x 279 x 32 mm
Vikt1 744 g
FormatHäftad
SpråkEngelska
Antal sidor564
Upplaga3
FörlagKendall/Hunt Publishing Co ,U.S.
ISBN9781465238726

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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