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

Acknowledgments -- Introduction -- Part I. Value-added Selling Philosophy -- 1. The Value-added Organization -- 2. Value-added Selling -- 3. The Value-added Selling Process -- 4. Identify Your Value Added -- Part Ii. Value-added Selling Strategies -- 5. Value-added Target Account Selection -- 6. Target Penetration -- 7. Customer-izing -- 8. Positioning -- 9. Differentiating -- 10. Presenting -- 11. Serving -- 12. Relationship Building -- 13. Tinkering -- 14. Value Reinforcement -- 15. Leveraging -- Part Iii. Value-added Selling Tactics -- 16. Precall Planning -- 17. Opening The Sales Call -- 18. The Needs Analysis Stage -- 19. The Presentation Stage -- 20. The Commitment Stage (aka Closing) -- 21. Handling Objections -- 22. Postcall Activities -- Part Iv. Value-added Selling -- Special Topics -- 23. Hi-level Value-added Selling -- 24. Technology: Friend Or Foe? -- 25. Sales Letters -- 26. Value-added Time Management -- 27. Final Thoughts -- Index. Tom Reilly. Rev. Ed. Of: Value-added Selling Techniques. C1989. Includes Index.