January 2017
Beginner
480 pages
27h 32m
English
book
Selling Today: Partnering to Create Value, 14/e
by Gerald L. Manning, Michael Ahearne, Barry L. Reece
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Reviewing Key Concepts
Define personal selling and describe the three prescriptions of a personal selling philosophy
Personal selling occurs when a company representative interacts directly with a customer or prospective customer to present information about a product or service. Salespeople are encouraged to develop a personal-selling philosophy based on three prescriptions: adopt the marketing concept, value personal selling, and assume the role of a problem solver or partner.
Describe the emergence of relationship selling in the age of information
The restructuring of America from an industrial economy to an information economy began in the 1950s. We now live in an age in which the effective exchange of information is the foundation of most ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.