Description

Table of Contents

 

PART I            Developing a Personal Selling Philosophy

Chapter 1     Relationship Selling Opportunities in the Information Economy

Chapter 2     Evolution of Selling Models that Complement the Marketing Concept

PART II          Developing a Relationship Strategy

Chapter 3     Ethics: The Foundation for Relationships that Create Value

Chapter 4     Creating Value with a Relationship Strategy

Chapter 5     Communication Styles: A Key to Adaptive Selling Today

PART III        Developing a Product Strategy

Chapter 6     Creating Product Solutions

Chapter 7     Product-Selling Strategies that Add Value

PART IV         Developing a Customer Strategy

Chapter 8     The Buying Process and Buyer Behaviour

Chapter 9     Developing and Qualifying Prospects and Accounts

PART V           Developing a Presentation Strategy

Chapter 10   Approaching the Customer with Adaptive Selling

Chapter 11   Determining Customer Needs with a Consultative Questioning Strategy

Chapter 12   Creating Value with the Consultative Demonstration

Chapter 13   Negotiating Buyer Concerns

Chapter 14   Adapting the Close and Confirming the Partnership

Chapter 15   Servicing the Sale and Building the Partnership

PART VI         Management of Self and Others

Chapter 16   Opportunity Management: The Key to Greater Sales Productivity

Chapter 17   Management of the Sales Force

Appendix 1   Reality Selling Today Role-Play Scenarios