Pub. Date:
Prentice Hall
Selling Today: Creating Customer Value and Microsoft CRM Package / Edition 10

Selling Today: Creating Customer Value and Microsoft CRM Package / Edition 10


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For the Introductory level course in personal selling, sales, and/or tele-course in selling.

Selling Today is a best-selling sales textbook because it integrates the concept of customer value at every step of the selling process. The tenth edition builds on the delivery of customer value by offering time-proven fundamentals and practical practices needed to succeed in today's world of sales and marketing.

Product Details

ISBN-13: 9780132221771
Publisher: Prentice Hall
Publication date: 02/10/2006
Edition description: REV
Pages: 592
Product dimensions: 8.38(w) x 10.26(h) x 1.04(d)

About the Author


Dr. Barry L. Reece, Virginia Polytechnic Institute and State University

Dr. Reece has devoted more than three decades to teaching, researching, consulting, and to the development of training programs in the areas of sales, leadership, human relations, and management. He has conducted over 600 seminars and workshops for public and private sector organizations. He has written extensively in the areas of sales, supervision, communications, and management. Dr. Reece was named “Trainer of the Year” by the Valleys of Virginia Chapter of the American Society for Training and Development and was awarded the “Excellence in Teaching Award” by the College of Human Sciences and Education at Virginia Polytechnic Institute and State University.

Dr. Reece has contributed to numerous journals and is author or co-author of thirty books including Business, Human RelationsPrinciples and Practices, Supervision and Leadership in Action, and Effective Human RelationsPersonal and Organizational Applications. He has served as a consultant to Lowe’s Companies, Inc., Wachovia, WLR Foods, Kinney Shoe Corporation, Carilion Health System, and numerous other profit and not-for-profit organizations.

Gerald L. Manning, Des Moines Area Community College

Mr. Manning served as chair of the Marketing/Management Department for more than 30 years. In addition to his administrative duties, he has served as lead instructor in sales and sales management. The classroom has provided him with an opportunity to study the merits of various experimental learning

approaches such as role-plays, simulations, games, and interactive demonstrations. Partnership Selling: A Role-Play/Simulation for Selling Today, included in the ninth edition, was developed and tested in the classroom by Mr. Manning. He has also applied numerous personal selling principles and practices in the real world as owner of a real estate development and management company.

Mr. Manning has served as a sales and marketing consultant to senior management and owners of over 500 businesses, including several national companies. He appears regularly as a speaker at national sales conferences. Mr. Manning has received the “Outstanding Instructor of the Year” award given annually by his college.

Keeping Current in a Changing World:

Throughout the past decade, Professors Manning and Reece have relied on three strategies to keep current in the dynamic field of personal selling. First, both are actively involved in sales training and consulting. Frequent interaction with salespeople and sales managers provides valuable insight regarding contemporary issues and developments in the field of personal selling. A second major strategy involves extensive research and development activities. The major focus of these activities has been factors that contribute to high-performance salespeople. The third major strategy involves completion of training and development programs offered by America’s most respected sales training companies. Professors Manning and Reece have completed seminars and workshops offered by Wilson Learning Corporation, Forum Corporation, Franklin Covey, Sedona Training Associates, Association for Humanistic Psychology, and several other organizations.

Table of Contents

Part I: Developing a Personal Selling Philosophy

1. Personal Selling and the Marketing Concepts

2. Personal Selling Opportunities in the Age of Information

Part II: Developing a Relationship Strategy

3. Creating Value with a Relationship Strategy

4. Communication Styles: Managing Selling Relationships

5. Ethics: The Foundation for Relationships in Selling

Part III: Developing a Product Strategy

6. Creating Product Solutions

7. Product-Selling Strategies that Add Value

Part IV: Developing a Customer Strategy

8. The Buying Proecess and Buying Behavior

9. Developing and Qualifying a Prospect Base

Part V: Developing a Presentation Strategy

10. Approaching the Customer

11. Creating the Consultative Sales Presentation

12. Creating Value with the Sales Demonstration

13. Negotiating Buyer Concerns

14. Closing the Sale and Confirming the Partnership

15. Servicing the Sale and Building the Partnership

Part VI: Management of Self and Others

16. Opportunity Management: The Key to Greater Sales Productivity

17. Management of the Sales Force

Appendix 1: Finding Employment: A Personalized Marketing Plan for the Age of Information

Appendix 2: Use of Customer Relationship Managment (CRM) Software (ACT!)

Appendix 3: Partnership Selling: A Role-Play/Simulation for Selling Today




Name Index

Subject Index

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