PART 1: DEVELOPING A PERSONAL SELLING PHILOSOPHY Relationship Selling Opportunities in the Information Economy Evolution of Selling Models That Complement the Marketing Concept PART 2: DEVELOPING A RELATIONSHIP STRATEGY Ethics: The Foundation for Partnering Relationships That Create Value Creating Value with a Relationship Strategy Communication Styles: A Key to Adaptive Selling Today PART 3: DEVELOPING A PRODUCT STRATEGY Creating Product Solutions Product-Selling Strategies That Add Value PART 4: DEVELOPING A CUSTOMER STRATEGY The Buying Process and Buyer Behavior Developing and Qualifying Prospects and Accounts PART 5: DEVELOPING A PRESENTATION STRATEGY Approaching the Customer with Adaptive Selling Determining Customer Needs with a Consultative Questioning Strategy Creating Value with the Consultative Presentation Negotiating Buyer Concerns Adapting the Close and Confirming the Partnership Servicing the Sale and Building the Partnership PART 6: MANAGEMENT OF SELF AND OTHERS Opportunity Management: The Key to Greater Sales Productivity Management of the Sales Force APPENDICES Reality Selling Today Role Plays and Video Scenarios NewNet Systems Regional Accounts Management Case Study Partnership Selling Role Play