Selling Today: Partnering to Create Value (14th Edition)
Solutions and explanations
Relationship Selling Opportunities in the Information Economy
Evolution of Selling Models That Complement the Marketing Concept
Ethics: The Foundation for Partnering Relationships That Create Value
Creating Value with a Relationship Strategy
Communication Styles: A Key to Adaptive Selling Today
Creating Product Solutions
Product-Selling Strategies That Add Value
The Buying Process and Buyer Behavior
Developing and Qualifying Prospects and Accounts
Approaching the Customer with Adaptive Selling
Determining Customer Needs with a Consultative Questioning Strategy
Creating Value with the Consultative Presentation
Negotiating Buyer Concerns
Adapting the Close and Confirming the Partnership
Servicing the Sale and Building the Partnership
Opportunity Management: The Key to Greater Sales Productivity
Management of the Sales Force
Appendix 1: Reality Selling Today Role Plays and Video Scenarios