{"product_id":"selling-today-9780134477404","title":"Selling Today","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003ch3\u003eAbout our authors\u003c\/h3\u003e \u003cp\u003e\u003cstrong\u003eMichael Ahearne\u003c\/strong\u003e 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 \u003ccite\u003eJournal of Marketing\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003ePart 1: Developing a Personal Selling Philosophy  \u003col\u003e\n\u003cli\u003eRelationship Selling Opportunities in the Information Economy\u003c\/li\u003e\n\u003cli\u003eEvolution of Selling Models That Complement the Marketing Concept\u003c\/li\u003e\n\u003c\/ol\u003e  Part 2: Developing a Relationship Strategy  \u003col\u003e\n\u003cli\u003eEthics: The Foundation for Partnering Relationships That Create Value\u003c\/li\u003e\n\u003cli\u003eCreating Value with a Relationship Strategy\u003c\/li\u003e\n\u003cli\u003eCommunication Styles: A Key to Adaptive Selling Today\u003c\/li\u003e\n\u003c\/ol\u003e  Part 3: Developing a Product Strategy  \u003col\u003e\n\u003cli\u003eCreating Product Solutions\u003c\/li\u003e\n\u003cli\u003eProduct-Selling Strategies That Add Value\u003c\/li\u003e\n\u003c\/ol\u003e  Part 4: Developing a Customer Strategy  \u003col\u003e\n\u003cli\u003eThe Buying Process and Buyer Behavior\u003c\/li\u003e\n\u003cli\u003eDeveloping and Qualifying Prospects and Accounts\u003c\/li\u003e\n\u003c\/ol\u003e  Part 5: Developing a Presentation Strategy  \u003col\u003e\n\u003cli\u003eApproaching the Customer with Adaptive Selling\u003c\/li\u003e\n\u003cli\u003eDetermining Customer Needs with a Consultative Questioning Strategy\u003c\/li\u003e\n\u003cli\u003eCreating Value with the Consultative Presentation\u003c\/li\u003e\n\u003cli\u003eNegotiating Buyer Concerns\u003c\/li\u003e\n\u003cli\u003eAdapting the Close and Confirming the Partnership\u003c\/li\u003e\n\u003cli\u003eServicing the Sale and Building the Partnership\u003c\/li\u003e\n\u003c\/ol\u003e  Part 6: Management of Self and Others  \u003col\u003e\n\u003cli\u003eOpportunity Management: The Key to Greater Sales Productivity\u003c\/li\u003e\n\u003cli\u003eManagement of the Sales Force\u003c\/li\u003e\n\u003c\/ol\u003e  APPENDICES  \u003col\u003e\n\u003cli\u003eReality Selling Today Role Plays and Video Scenarios\u003c\/li\u003e\n\u003cli\u003eCRM Reports\u003c\/li\u003e\n\u003cli\u003eSelling Today\u003c\/li\u003e\n\u003c\/ol\u003e\u003c\/cite\u003e\u003c\/p\u003e","brand":"Pearson Education","offers":[{"title":"Default Title","offer_id":51926078194007,"sku":"9780134477404","price":215.79,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780134477404.jpg?v=1760621984","url":"https:\/\/bookcurl.com\/products\/selling-today-9780134477404","provider":"Book Curl","version":"1.0","type":"link"}