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Selling Today: Partnering to Create Value, Global Edition ,15th edition::9781292458656

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Published by Pearson (April 4, 2024) © 2024

Gerald Manning | Michael Ahearne | Barry Reece
    Pearson eTextbook (365 Days access)
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    ISBN-13: 9781292458656

    Selling Today: Partnering to Create Value, Global Edition ,15th edition

    Published 2024

    Language: English

    Selling Today helps you understand the value of developing personal selling skills. The text incorporates academic theory, roleplay scenarios, real-world applications and ethical dilemmas. With the largest number of “learn by doing” materials of any personal selling text, Selling Today offers a wealth of tools to help you develop an ethical, customer-centered mindset.

    With new discussions, scenarios and videos, the 15th Edition prepares you to succeed as a member of a new generation of sales professionals.

     

    PART 1: DEVELOPING A PERSONAL SELLING PHILOSOPHY

    1. Relationship Selling Opportunities in the Information Economy
    2. Evolution of Selling Models That Complement the Marketing Concept

    PART 2: DEVELOPING A RELATIONSHIP STRATEGY

    1. Ethics: The Foundation for Partnering Relationships That Create Value
    2. Creating Value with a Relationship Strategy
    3. Communication Styles: A Key to Adaptive Selling Today

    PART 3: DEVELOPING A PRODUCT STRATEGY

    1. Creating Product Solutions
    2. Product-Selling Strategies That Add Value

    PART 4: DEVELOPING A CUSTOMER STRATEGY

    1. The Buying Process and Buyer Behavior
    2. Developing and Qualifying Prospects and Accounts

    PART 5: DEVELOPING A PRESENTATION STRATEGY

    1. Approaching the Customer with Adaptive Selling
    2. Determining Customer Needs with a Consultative Questioning Strategy
    3. Creating Value with the Consultative Presentation
    4. Negotiating Buyer Concerns
    5. Adapting the Close and Confirming the Partnership
    6. Servicing the Sale and Building the Partnership

    PART 6: MANAGEMENT OF SELF AND OTHERS

    1. Opportunity Management: The Key to Greater Sales Productivity
    2. Management of the Sales Force

    APPENDICES

    1. Reality Selling Today Role Plays and Video Scenarios
    2. NewNet Systems Regional Accounts Management Case Study
    3. Partnership Selling Role Play
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