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" Selling today : "
Gerald L. Manning, Michael Ahearne, Barry L. Reece, H.F. (Herb) MacKenzie.
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BL
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| Record Number
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872681
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| Main Entry
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Manning, Gerald L
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| Title & Author
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Selling today : : partnering to create value /\ Gerald L. Manning, Michael Ahearne, Barry L. Reece, H.F. (Herb) MacKenzie.
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| Edition Statement
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Seventh Canadian edition.
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| Publication Statement
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Toronto :: Pearson Canada,, 2015.
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| Page. NO
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xxvi, 474 pages ;; 26 cm
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| ISBN
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0133156850
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: 0134650522
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: 9780133156850
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: 9780134650524
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| Notes
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Includes index.
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Revision of: Selling today : partnering to create value / Gerald L. Manning [and others] 6th Canadian ed. Toronto : Pearson Canada, 2013.
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| Contents
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Part I: Developing a personal selling philosophy. Relationship selling opportunities in the information economy -- Evolution of selling models that complement the marketing concept -- Part II: Developing a relationship strategy. Ethics : the foundation for relationships in business that create value -- Creating value with a relationship strategy -- Communication styles : a key to adaptive selling today -- Part III: Developing a product strategy. Creating product solutions -- Product-selling strategies that add value -- Part IV: Developing a customer strategy. The buying process and buyer behaviour -- Developing and qualifying prospects and accounts -- Part V: Developing a presentation strategy. 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 -- Part VI: Management of self and others. Opportunity management : the key to greater sales productivity -- Management of the sales force.
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| Subject
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Selling, Textbooks.
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| Subject
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Selling.
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| Dewey Classification
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658.85
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| LC Classification
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HF5438.25 M354 2016
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| Added Entry
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Ahearne, Michael
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MacKenzie, H. F
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Reece, Barry L
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