Selling Today: Creating Customer Value, 10th Edition

by Gerald L Manning, Barry L Reece

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Selling Today: Creating Customer Value, one of the most popular sales information books on the market, offers readers a blend of time-proven fundamentals and new practices needed to succeed in today's information economy. It emphasizes the need for salespeople to be guided by the new principle of personal selling: establishing partnerships that are maintained by customer value, created by the salesperson. This edition stresses the need for sales professionals to cope with new forces shaping the world of sales and marketing, and emphasizes the strategies for long-term success. It provides comprehensive coverage of consultative selling, strategic selling, partnering, and value-added selling. Sales force automation is also a major theme. For sales and marketing professionals.

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All Customer Reviews
Average Customer Review: 5 out of 5 stars

0 of 0 people found the following review helpful:

5 out of 5 stars

loving class , 2008-06-19
this book has helped me in class so much thanks so much for letting me have it

2 of 2 people found the following review helpful:

5 out of 5 stars

building relationships, 2008-03-07
I had a professional selling class last semester and we used this text. This book takes great care to explain the importance of partnering and adding-value in sales. People can buy 'stuff' anywhere, but you have to really differentiate yourself to get ahead in today's market. There are also on chapters on qualifying prospects, creating sales presentations, negotiating buyer concerns, ethics, and even time management. Briefly touches on Covey's "7 Habits of Highly Effective People" and Maslow's Heirarchy of Needs as well. Each chapter has in-depth case problems. Great for anyone thinking about a future in sales or management.

1 of 1 people found the following review helpful:

5 out of 5 stars

Credible Sales Text Book , 2007-10-29
A lot of sales text books are poorly written and provide very little practical usage. This book forms basic ideas on which to build a great beginning.

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