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Selling Today, Sales Management - Pearson, 12th edition
Nederlandstalige samenvatting van hst 1 tot en met 17
H1Relationship selling opportunities in the information economy
H2 Evolution of selling models that complement the marketing concept
H3 Creating value with a Relationship strategy
H4 Communication styles: a key to adaptive selling today
H5 Ethics: the foundation for relationships in selling
H6 Creating product solutions
H7 Product-selling strategies that add value
H8 The buying process and buyer behavior
H9 Developing and qualifying a prospect base
H10 Approaching the customer with adaptive selling
H11 Determining customer needs with a consultative questioning strategy
H12 Creating value with the consultative presentation
H13 Negotiating buyer concerns
H14 Adapting the close and confirming the partnership
H15 Servicing the sale and building the partnership
H16 Opportunity management: the key to greater sales productivity
H17 Management of sales force
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Specifications
- School: Zuyd Hogeschool
- Course: International Business
- Subject: Sales Management
- All documents for this course ›
- Year of study: 2
Book
- Name book: Selling Today
- ISBN: 9780132570190
- Author: Gerald Manning, Michael Ahearne, Barry Reece
Document
- Section: Summaries
- Made on: 06-06-2012
- Type: .pdf
- Pages: 48
- Language: Nederlands
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Summary chapter 1 - 6
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Business Abroad Minor
Subjects of International Business - Zuyd Hogeschool
More International Business ›academic skills business abroad minor business law business research methods consumenten recht crossing borders ifm innovation, csr and entrepreneurship innovative business international financial management language module marcom marketing online marketing, digital marketing sales management special topics strategic marketing and strategic management treasury & finance
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