Selling Today: Partnering to Create Value, Global Edition

<div class="c-section-headers-number-list_container"> <h3>PART 1: DEVELOPING A PERSONAL SELLING PHILOSOPHY</h3> <ol> <li>Relationship Selling Opportunities in the Information Economy</li> <li>Evolution of Selling Models That Complement the Marketing Concept</li> </ol> <h3>PART 2: DEVELOPING A RELATIONSHIP STRATEGY</h3> <ol start="3"> <li>Ethics: The Foundation for Partnering Relationships That Create Value</li> <li>Creating Value with a Relationship Strategy</li> <li>Communication Styles: A Key to Adaptive Selling Today</li> </ol> <h3>PART 3: DEVELOPING A PRODUCT STRATEGY</h3> <ol start="6"> <li>Creating Product Solutions</li> <li>Product-Selling Strategies That Add Value</li> </ol> <h3>PART 4: DEVELOPING A CUSTOMER STRATEGY</h3> <ol start="8"> <li>The Buying Process and Buyer Behavior</li> <li>Developing and Qualifying Prospects and Accounts</li> </ol> <h3>PART 5: DEVELOPING A PRESENTATION STRATEGY</h3> <ol start="10"> <li>Approaching the Customer with Adaptive Selling</li> <li>Determining Customer Needs with a Consultative Questioning Strategy</li> <li>Creating Value with the Consultative Presentation</li> <li>Negotiating Buyer Concerns</li> <li>Adapting the Close and Confirming the Partnership</li> <li>Servicing the Sale and Building the Partnership</li> </ol> <h3>PART 6: MANAGEMENT OF SELF AND OTHERS</h3> <ol start="16"> <li>Opportunity Management: The Key to Greater Sales Productivity</li> <li>Management of the Sales Force</li> </ol> <h3>APPENDICES</h3> <ol> <li>Reality Selling Today Role Plays and Video Scenarios</li> <li>NewNet Systems Regional Accounts Management Case Study</li> <li>Partnership Selling Role Play</li> </ol> </div>