Value-Added Selling, Fourth Edition: How to Sell More Profitably, Confidently, and Professionally by Competing on Value—Not Price https://www.mheducation.com/cover-images/Jpeg_400-high/1260134733.jpeg
Value-Added Selling, Fourth Edition: How to Sell More Profitably, Confidently, and Professionally by Competing on Value—Not Price

Value-Added Selling, Fourth Edition: How to Sell More Profitably, Confidently, and Professionally by Competing on Value—Not Price

4th Edition
By Tom Reilly and Paul Reilly
ISBN10: 1260134733
ISBN13: 9781260134735
Copyright: 2018

Purchase Options

Students, we’re committed to providing you with high-value course solutions backed by great service and a team that cares about your success. See tabs below to explore options and pricing. Don't forget, we accept financial aid and scholarship funds in the form of credit or debit cards.

Product


ISBN10: 1260134733 | ISBN13: 9781260134735

Purchase

$35.00

The estimated amount of time this product will be on the market is based on a number of factors, including faculty input to instructional design and the prior revision cycle and updates to academic research-which typically results in a revision cycle ranging from every two to four years for this product. Pricing subject to change at any time.

Program Details

Acknowledgments

Introduction

Part I: The Value-Added Selling Philosophy

Chapter 1: How to Start and Sustain a Movement in Your Organization

Chapter 2: Value-Added Selling

Chapter 3: Small-Wins Selling

Chapter 4: The Critical Buying Path

Chapter 5: The Value-Added Selling Process

Chapter 6: The Psychology of Price Shopping

Chapter 7: Customer Messaging

Part II: Value-Added Selling Strategies

Chapter 8: High-Value Target Account Selection

Chapter 9: Target Account Penetration

Chapter 10: Customer-izing

Chapter 11: Positioning

Chapter 12: Differentiating

Chapter 13: Presenting

Chapter 14: Supporting

Chapter 15: Relationship Building

Chapter 16: Tinkering

Chapter 17: Value Reinforcement

Chapter 18: Leveraging

Part III: Value-Added Selling Tactics

Chapter 19: Filling Your Pipeline

Chapter 20: Precall Planning

Chapter 21: Opening the Sales Call

Chapter 22: The Needs-Analysis Stage

Chapter 23: The Presentation Stage

Chapter 24: The Commitment Stage (Closing)

Chapter 25: Handling Objections

Chapter 26: Postcall Activities

Part IV: Special Topics

Chapter 27: Managing Multiple Decision Makers

Chapter 28: Competing in an Amazon World

Chapter 29: Value-Added Inside Sales

Chapter 30: Final Thoughts

Notes

Index