Selling Today: Building Quality Partnerships

by gerald-l-manning-barry-l-reece

Embodying the changing nature of personal selling in America today, this bestselling book shows readers how to achieve long-term success in the field by mastering relationship-building skills and effectively applying modern sales automation technology, and emphasizes the value of investing in quality, long-term relationships that yield repeat business and referrals. Chronicles the evolution of consultative selling, strategic selling, partnering, value added selling, sales force automation and other major developments in personal selling, and focuses on several key person-to-person relationship-building practices that contribute to success in personal selling. Examines the importance of complete and accurate product, company, and competitive knowledge in personal selling, discusses why and how customers buy and explains how to identify prospects, and stresses the concept of a salesperson as advisor, consultant, and partner to buyers. Includes a large number of real-world examples from some of today's most progressive companies, including Home Depot, 3M, Procter & Gamble. For professionals in sales and/or marketing.

525 pages, Hardcover

Published January 1, 1997