Contemporary Selling : Building Relationships, Creating Value - 4th edition

Online-Ressource (436 p)

Description based upon print version of record

Cover; Contemporary Selling; Title Page; Copyright Page; Table of Contents; Preface; Part One What is Contemporary Selling?; Chapter 1 Introduction to Contemporary Selling; Learning Objectives; Expert Advice: David B. Edmonds; Introduction to Contemporary Selling; A Model for Contemporary Selling; Building Relationships, Creating Value; Understanding Sellers and Buyers; Ethics; Technology; Selling Process; Sales Management; Issues Outside the Circles: The Global Selling Environment; Internal Environment; External Environment; Expert Advice: Follow-up; Summary; Key Terms; Role Play

Discussion QuestionsMini-Case 1: Creekside Outdoor Gear; Appendix: Additional Information on Role Plays; Chapter 2 Understanding Sellers and Buyers; Learning Objectives; Expert Advice: Anjai ("A.J.") Gandi; Overview of Selling as a Career; Why Sales Jobs Are So Rewarding; Key Success Factors in Contemporary Selling; Listening Skills; Follow-up Skills; Ability to Adapt Sales Style from Situation to Situation; Tenacity-Sticking with a Task; Well Organized; Verbal Communication Skills; Proficiency in Interacting with People at All Levels of a Customer's Organization

Demonstrated Ability to Overcome ObjectionsClosing Skills; Personal Planning and Time Management Skills; Selling Activities; Types of Selling Jobs; Selling in B2C versus B2B Markets; Types of B2B Sales Jobs; Participants in the Organizational Buying Process; Selling Centers and Buying Centers; Organizational Buying Decision Stages; Stage One: Anticipation or Recognition of a Problem or Need; Stage Two: Determination and Description of the Traits and Quantity of the Needed Item(s); Stage Three: Search for and Qualification of Potential Suppliers

Stage Four: Acquisition and Analysis of Proposals or BidsStage Five: Evaluation of Proposals and Selection of Suppliers; Stage Six: Selection of an Order Routine; Stage Seven: Performance Evaluation and Feedback; Types of Organizational Buying Situations; Expert Advice: Follow-up; Summary; Key Terms; Role Play; Discussion Questions; Mini-Case 2: National Agri-Products Company; Chapter 3 Value Creation in Buyer-Seller Relationships; Learning Objectives; Expert Advice: Howard Stevens; Adding Value Is "Marketing 101"; Role of Selling in Marketing; Role of Marketing in Selling

Clarifying the Concept of ValueValue Is Related to Customer Benefits; The Value Chain; The Lifetime Value of a Customer; Communicating Value in the Sales Message; Product Quality; Channel Deliverables (Supply Chain); Integrated Marketing Communications (IMC); Synergy between Sales and Marketing; Execution of Marketing Mix Programs; Quality of the Buyer-Seller Relationship (Trust); Service Quality; Salesperson Professionalism; Brand Equity; Corporate Image/Reputation; Application of Technology; Price; Managing Customer Expectations; Expert Advice: Follow-up; Summary; Key Terms; Role Play

Discussion Questions

Cover; Half Title; Title Page; Copyright Page; Brief Table of Contents; Table of Contents; Preface; Part One What is Contemporary Selling?; Chapter 1 Introduction to Contemporary Selling; Learning Objectives; Expert Advice: David B. Edmonds; Introduction to Contemporary Selling; A Model for Contemporary Selling; Building Relationships, Creating Value; Understanding Sellers and Buyers; Ethics; Technology; Selling Process; Sales Management; Issues Outside the Circles: The Global Selling Environment; Internal Environment; External Environment; Expert Advice: Follow-up; Summary; Key Terms

Role PlayDiscussion Questions; Mini-Case 1: Creekside Outdoor Gear; Appendix: Additional Information on Role Plays; Chapter 2 Understanding Sellers and Buyers; Learning Objectives; Expert Advice: Anjai ("A.J.") Gandi; Overview of Selling as a Career; Why Sales Jobs Are So Rewarding; Key Success Factors in Contemporary Selling; Listening Skills; Follow-up Skills; Ability to Adapt Sales Style from Situation to Situation; Tenacity-Sticking with a Task; Well Organized; Verbal Communication Skills; Proficiency in Interacting with People at All Levels of a Customer's Organization

Clarifying the Concept of ValueValue Is Related to Customer Benefits; The Value Chain; The Lifetime Value of a Customer; Communicating Value in the Sales Message; Product Quality; Channel Deliverables (Supply Chain); Integrated Marketing Communications (IMC); Synergy between Sales and Marketing; Execution of Marketing Mix Programs; Quality of the Buyer-Seller Relationship (Trust); Service Quality; Salesperson Professionalism; Brand Equity; Corporate Image/Reputation; Application of Technology; Application of Technology; Managing Customer Expectations; Expert Advice: Follow-up; Summary

Key Terms

ECONIS - Online Catalogue of the ZBW