Product Description

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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Product Details

• Amazon Sales Rank: #143281 in Books
• Published on: 2006-12-01
• Original language: English
• Number of items: 1
• Binding: Hardcover
• 592 pages

From the Back Cover
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.

About the Author

ABOUT THE AUTHORS:

 

Dr. Barry L. Reece, Virginia Polytechnic Institute and State University 

 

Dr. Reece has devoted more than three decades to teaching, researching, consulting, and to the development of training programs in the areas of sales, leadership, human relations, and management. He has conducted over 600 seminars and workshops for public and private sector organizations. He has written extensively in the areas of sales, supervision, communications, and management. Dr. Reece was named “Trainer of the Year” by the Valleys of Virginia Chapter of the American Society for Training and Development and was awarded the “Excellence in Teaching Award” by the College of Human Sciences and Education at Virginia Polytechnic Institute and State University.

 

Dr. Reece has contributed to numerous journals and is author or co-author of thirty books including Business, Human Relations—Principles and Practices, Supervision and Leadership in Action, and Effective Human Relations—Personal and Organizational Applications. He has served as a consultant to Lowe’s Companies, Inc., Wachovia, WLR Foods, Kinney Shoe Corporation, Carilion Health System, and numerous other profit and not-for-profit organizations.

 

 

Gerald L. Manning, Des Moines Area Community College

 

Mr. Manning served as chair of the Marketing/Management Department for more than 30 years. In addition to his administrative duties, he has served as lead instructor in sales and sales management. The classroom has provided him with an opportunity to study the merits of various experimental learning

approaches such as role-plays, simulations, games, and interactive demonstrations. Partnership Selling: A Role-Play/Simulation for Selling Today, included in the ninth edition, was developed and tested in the classroom by Mr. Manning. He has also applied numerous personal selling principles and practices in the real world as owner of a real estate development and management company.

 

Mr. Manning has served as a sales and marketing consultant to senior management and owners of over 500 businesses, including several national companies. He appears regularly as a speaker at national sales conferences. Mr. Manning has received the “Outstanding Instructor of the Year” award given annually by his college.

 

 

 

Keeping Current in a Changing World:

Throughout the past decade, Professors Manning and Reece have relied on three strategies to keep current in the dynamic field of personal selling. First, both are actively involved in sales training and consulting. Frequent interaction with salespeople and sales managers provides valuable insight regarding contemporary issues and developments in the field of personal selling. A second major strategy involves extensive research and development activities. The major focus of these activities has been factors that contribute to high-performance salespeople. The third major strategy involves completion of training and development programs offered by America’s most respected sales training companies. Professors Manning and Reece have completed seminars and workshops offered by Wilson Learning Corporation, Forum Corporation, Franklin Covey, Sedona Training Associates, Association for Humanistic Psychology, and several other organizations.

 

 

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Customer Reviews

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.

disappointed
This was a very important, time sensitive item! It was a textbook for a class that was starting soon. The sender waited a whole week before I emailed asking where my book was and they responded 'Oh I will send it today' when it should have been on its way. Then when it finally arrived it was the wrong edition! I was so mad that all this time and money was wasted. I had to drop the class due to the fact I did not receive the textbook that I needed after waiting forever!!

Order Extremely Early or You'll Get the Book Extremely Late
When I first placed my order, the expected delivery time was 3 to 15 business days so I thought that I would receive the book well within that time frame. I ordered on March 4, but didn't receive the book until March 26. By that time, my class was over and I had no use for the book. If I had known that the seller would take so much time to mail the book I would have ordered from somewhere else. I can't comment on the quality of the merchandise because I still haven't opened the package. I asked the seller for a refund and she told me no. I am stuck with a book I no longer need.