Description
Book SynopsisAbout our authors
Gerald Manning is an international author, consultant, speaker, and successful businessperson. Professor Manning's book Selling Today: Partnering to Create Value, now in its 14th edition, is today's international #1 selling textbook on negotiations and partnering. With Chinese, Spanish, International EnglishSpeaking, Canadian, Croatian, and US editions, millions have profited from the strategies and tactics presented. He is author of 4 additional books on management and sales, all published by large, international publishing companies.
Gerald Manning also serves as a sales and marketing consultant to senior management and owners of more than 500 businesses, including both national and international companies. He appears regularly as a speaker at national sales and management conferences, and is featured regularly in training videos on sales and management.
Professor Manning served as chair of the Marketing/Manage
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
- NewNet Systems Regional Accounts Management Case Study
- Partnership Selling Role Play
