《营销学精选教材•销售学创造顾客价值(第10版)(英文影印版)》分6部分17章，从关系战略、产品战略、顾客战略和陈述战略系统介绍了人员销售的概念、方法和技能。其中，**部分介绍了人员销售和营销观念，以及信息时代的人员销售机会。第二部分讨论了人员销售的关系战略。第三部分讨论了如何创建产品方案和产品销售战略。第四部分介绍了顾客为什么要购买、怎样购买，并解释了如何识别潜在顾客。第五部分强调了销售人员作为顾客的产品**者、顾问和伙伴的概念。第六部分则介绍了销售人员如何进行自我管理和管理他人。
为了方便课程教学，《营销学精选教材•销售学创造顾客价值(第10版)(英文影印版)》提供了大量真实的案例，并设计了角色扮演练习，同时还介绍了不同**的商业文化，具有较强的可操作性。

Preface xvii
Acknowledgments xxiii
PART 1　Developing a Personal Selling Philosophy
1.PERSONAL SELLING AND THE MARKETING CONCEPT
2.PERSONAL SELLING OPPORTUNITIES IN THE AGE OF INFORMATION

PART 2　Developing a Relationship Strategy
3.CREATING VALUE WITH A RELATIONSHIP STRATEGY
4.COMMUNICATION STYLES: MANAGING SELLING RELATIONSHIPS
5.ETHICS: THE FOUNDATION FOR RELATIONSHIPS IN SELLING

PART 3　Developing a Product Strategy
6.CREATING PRODUCT SOLUTIONS
7.PRODUCT-SELLING STRATEGIES THAT ADD VALUE

PART 4　Developing a Customer Strategy
8.THE BUYING PROCESS AND BUYER BEHAVIOR
9.DEVELOPING AND QUALIFYING A PROSPECT BASE

PART 5　Developing a Presentation Strategy
10.APPROACHING THE CUSTOMER
11.CREATING THE CONSULTATIVE SALES PRESENTATION
12.CREATING VALUE WITH THE SALES DEMONSTRATION
13.NEGOTIATING BUYER CONCERNS
14.CLOSING THE SALE AND CONFIRMING THE PARTNERSHIP
15.SERVICING THE SALE AND BUILDING THE PARTNERSHIP
PART 6　Management of Self and Others
16.OPPORTUNITY MANAGEMENT: THE KEY TO GREATER SALES PRODUCTIVITY
17.MANAGEMENT OF THE SALES FORCE
APPENDIX 1 FINDING EMPLOYMENT: A PERSONALIZED MARKETING PLAN FOR THE AGE OF INFORMATION
APPENDIX 2 PARTNERSHIP SELLING: A ROLE-PLAY/SIMULATION FOR SELLING TODAY
Endnotes
Glossary