Selling Today: Creating Customer Value

by Gerald L. Manning, Barry L. Reece, Michael L. Ahearne, et al.

Book Overview

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... This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 0131009524
• ISBN13: 9780131009523
• Release Date: January 2003
• Publisher: Prentice Hall
• Length: 527 Pages
• Weight: 2.75 lbs.

Customer Reviews

Selling Today book

Book was as described, however delivery was a little slow. Overall, good experience though.

loving class

this book has helped me in class so much thanks so much for letting me have it

building relationships

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.

Credible Sales Text Book

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.