Preface xix
Acknowledgments xxviii
About the Authors xxxii
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 49
Chapter 3 Ethics: The Foundation for Partnering Relationships That Create Value 50
Chapter 4 Creating Value with a Relationship Strategy 73
Chapter 5 Communication Styles: A Key to Adaptive Selling Today 91
Part 3 Developing a Product Strategy 115
Chapter 6 Creating Product Solutions 116
Chapter 7 Product-Selling Strategies That Add Value 134
Part 4 Developing a Customer Strategy 153
Chapter 8 The Buying Process and Buyer Behavior 154
Chapter 9 Developing and Qualifying Prospects and Accounts 174
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 333
Chapter 16 Opportunity Management: The Key to Greater Sales Productivity 334
Chapter 17 Management of the Sales Force 353
Appendix 1 Reality Selling Today Role Plays and Video Scenarios 371
Appendix 2 CRM Reports 395
Appendix 3 Selling Today 419
Endnotes 487
Glossary 505
Name Index 511
Subject Index 517
3.15.147.215