Description
Book SynopsisAbout our authors
Michael Ahearne is Professor of Marketing and C. T. Bauer Chair in Marketing at the University of Houston. He is also Executive Director of the Sales Excellence Institute (SEI). The SEI is widely recognized as the leading university-based sales institute in the world, training more than 2,000 sales students, placing PhD students at top research universities and working with more than 200 major corporations annually. He earned his PhD in Marketing from Indiana University. He has also served on the faculty at the University of Connecticut and at Pennsylvania State University. In addition, he has lectured internationally about sales and sales management in such countries as Austria, Belgium, France, Germany, India, Italy, Spain and Russia. Dr. Ahearne's research has focused primarily on improving the performance of salespeople and sales organizations. He has published over 40 articles in leading journals such as Journal of Marketing
Table of Contents
Part 1: Developing a Personal Selling Philosophy
- Relationship Selling Opportunities in the Information Economy
- Evolution of Selling Models That Complement the Marketing Concept
Part 2: Developing a Relationship Strategy
- Ethics: The Foundation for Partnering Relationships That Create Value
- Creating Value with a Relationship Strategy
- Communication Styles: A Key to Adaptive Selling Today
Part 3: Developing a Product Strategy
- Creating Product Solutions
- Product-Selling Strategies That Add Value
Part 4: Developing a Customer Strategy
- The Buying Process and Buyer Behavior
- Developing and Qualifying Prospects and Accounts
Part 5: 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 6: Management of Self and Others
- Opportunity Management: The Key to Greater Sales Productivity
- Management of the Sales Force
APPENDICES
- Reality Selling Today Role Plays and Video Scenarios
- CRM Reports
- Selling Today
