Selling Today: Partnering to Create Value, Global Edition

PART 1: DEVELOPING A PERSONAL SELLING PHILOSOPHY

1. Relationship Selling Opportunities in the Information Economy
2. Evolution of Selling Models That Complement the Marketing Concept

PART 2: DEVELOPING A RELATIONSHIP STRATEGY

3. Ethics: The Foundation for Partnering Relationships That Create Value
4. Creating Value with a Relationship Strategy
5. Communication Styles: A Key to Adaptive Selling Today

PART 3: DEVELOPING A PRODUCT STRATEGY

6. Creating Product Solutions
7. Product-Selling Strategies That Add Value

PART 4: DEVELOPING A CUSTOMER STRATEGY

8. The Buying Process and Buyer Behavior
9. Developing and Qualifying Prospects and Accounts

PART 5: DEVELOPING A PRESENTATION STRATEGY

10. Approaching the Customer with Adaptive Selling
11. Determining Customer Needs with a Consultative Questioning Strategy
12. Creating Value with the Consultative Presentation
13. Negotiating Buyer Concerns
14. Adapting the Close and Confirming the Partnership
15. Servicing the Sale and Building the Partnership

PART 6: MANAGEMENT OF SELF AND OTHERS

16. Opportunity Management: The Key to Greater Sales Productivity
17. Management of the Sales Force

APPENDICES

1. Reality Selling Today Role Plays and Video Scenarios
2. NewNet Systems Regional Accounts Management Case Study
3. Partnership Selling Role Play