Selling Today: Partnering to Create Value, Global Edition

<ul> <li>PART 1 Developing a Personal Selling Philosophy </li> <li>Chapter 1 Relationship Selling Opportunities in the Information Economy </li> <li>Chapter 2 Evolution of Selling Models That Complement the Marketing Concept </li> <li>PART 2 Developing a Relationship Strategy </li> <li>Chapter 3 Ethics: The Foundation for Partnering Relationships That Create Value </li> <li>Chapter 4 Creating Value with a Relationship Strategy </li> <li>Chapter 5 Communication Styles: A Key to Adaptive Selling Today </li> <li>PART 3 Developing a Product Strategy </li> <li>Chapter 6 Creating Product Solutions </li> <li>Chapter 7 Product-Selling Strategies That Add Value </li> <li>PART 4 Developing a Customer Strategy </li> <li>Chapter 8 The Buying Process and Buyer Behavior </li> <li>Chapter 9 Developing and Qualifying Prospects and Accounts </li> <li>PART 5 Developing a Presentation Strategy </li> <li>Chapter 10 Approaching the Customer with Adaptive Selling </li> <li>Chapter 11 Determining Customer Needs with a Consultative Questioning </li> <li>Chapter 12 Creating Value with the Consultative Presentation </li> <li>Chapter 13 Negotiating Buyer Concerns </li> <li>Chapter 14 Adapting the Close and Confirming the Partnership </li> <li>Chapter 15 Servicing the Sale and Building the Partnership </li> <li>PART 6 Management of Self and Others </li> <li>Chapter 16 Opportunity Management: The Key to Greater Sales </li> <li>Chapter 17 Management of the Sales Force </li> <li>Appendix 1 Selling Today: Partnering to Create Value–Training Videos </li> <li>Appendix 2 Regional Accounts Management Case Study </li> <li>Appendix 3 Partnership Selling: A Role-Play/Simulation for Selling Today </li> <li>Endnotes </li> <li>Glossary </li> <li>Name Index </li> <li>Subject Index </li> </ul>