Selling Today: Partnering to Create Value OLP with eText, Global Edition

Preface xix

Acknowledgments xxvii

About the Authors xxxi


PART 1 Developing a Personal Selling Philosophy 3

Chapter 1 Relationship Selling Opportunities in the Information

Economy 4

Chapter 2 Evolution of Selling Models That Complement the Marketing

Concept 29

PART 2 Developing a Relationship Strategy 47

Chapter 3 Ethics: The Foundation for Partnering Relationships That Create

Value 48

Chapter 4 Creating Value with a Relationship Strategy 71

Chapter 5 Communication Styles: A Key to Adaptive Selling Today 89

PART 3 Developing a Product Strategy 113

Chapter 6 Creating Product Solutions 114

Chapter 7 Product-Selling Strategies That Add Value 132

PART 4 Developing a Customer Strategy 151

Chapter 8 The Buying Process and Buyer Behavior 152

Chapter 9 Developing and Qualifying Prospects and Accounts 172

PART 5 Developing a Presentation Strategy 199

Chapter 10 Approaching the Customer with Adaptive Selling 200

Chapter 11 Determining Customer Needs with a Consultative Questioning

Strategy 223

Chapter 12 Creating Value with the Consultative Presentation 247

Chapter 13 Negotiating Buyer Concerns 271

Chapter 14 Adapting the Close and Confirming the Partnership 293

Chapter 15 Servicing the Sale and Building the Partnership 311

PART 6 Management of Self and Others 331

Chapter 16 Opportunity Management: The Key to Greater Sales

Productivity 332

Chapter 17 Management of the Sales Force 350


Appendix 1 Selling Today: Partnering to Create Value-Training Videos 369

Appendix 2 Regional Accounts Management Case Study 393

Appendix 3 Partnership Selling: A Role-Play/Simulation for Selling Today 417

Endnotes 485

Glossary 503

Name Index 509

Subject Index 513