Selling Today: Creating Customer Value
Author: Gerald L L Manning
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.
Table of Contents:
I. DEVELOPING A PERSONAL SELLING PHILOSOPHY.
1. Personal Selling and the Marketing Concept.
2. Personal Selling Opportunities in the Age of Information.
II. DEVELOPING A RELATIONSHIP STRATEGY.
3. Creating Value with a Relationship Strategy.
4. Ethics-The Foundation for Relationships in Selling.
III. DEVELOPING A PRODUCT STRATEGY.
5. Creating Product Solutions.
6. Product-Selling Strategies that Add Value.
IV. DEVELOPING A CUSTOMER STRATEGY.
7. Understanding Buyer Behavior.
8. Developing a Prospect Base.
V. DEVELOPING A PRESENTATION STRATEGY.
9. Approaching the Customer.
10. Creating the Consultative Sales Presentation.
11. Custom Fitting the Sales Demonstration.
12. Negotiating Buyer Concerns.
13. Closing the Sale and Confirming the Partnership.
14. Servicing the Sale and Building the Partnership.
VI. MANAGEMENT OF SELF AND OTHERS.
15. Management of Self: The Key to Greater Sales Productivity.
16. Communication Styles: Managing the Relationship Process.
17. Management of the Sales Force.
Is Geography Destiny?: Lessons from Latin America
Author: John Luke Gallup
Geographic interpretations of development recently have become the subject of much renewed interest and debate within scholarly and public policy circles. Focusing on Latin America, this book examines how physical and human geography has influenced the region’s potential for economic and social development.
The book assesses how geography affects differences in development between countries and more specifically between Latin America and other regions of the world. The effects of geography on regional development are examined through four channels: the productivity of land, health conditions, frequency and intensity of natural disasters, and access to markets. The book then explores how geography has influenced development within countries through case studies of Bolivia, Brazil, Colombia, Mexico, and Peru—countries significant for their geographical diversity as well as their wide socioeconomic disparities. These case studies illustrate numerous exceptions to international patterns and prove that while geography matters, it need not determine a country's destiny.
Using the knowledge gained from these two perspectives, the book concludes with recommendations for policies that can help countries overcome the limitations imposed by geography and thereby enhance their potential for economic and social development.
Foreign Affairs
It has long been a conundrum: Why, with so rich a natural resource base, did Latin America slip so far behind Europe and North America in terms of economic development? And why, even among developing countries, are inequalities greater in Latin America than in other regions? Over the last decade, recycled culturalist arguments, stripped of their original racist and anti-Catholic language, have held sway. The influence of geography on Latin American development is not a new topic either — after all, the philosophes posed this question in the eighteenth century. This valuable study's novel approach is to look at the intersection between physical characteristics, such as climate, topography, and soil quality, and economic and social development indicators. Latin America includes an enormous variety of climates and ecozones, and the authors address a remarkable range of factors, from tropical soils and land productivity to disease, urbanization, and access to world markets, that vary widely both within individual countries and across the region, reminding readers that geographic factors must be taken into account when making policy.
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