Selling Today Creating Customer Value Canadian 7th Edition Manning Test Bank

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Selling Today Creating Customer Value Canadian 7th Edition Manning Test Bank.

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Selling Today Creating Customer Value Canadian 7th Edition Manning Test Bank

Product details:

  • ISBN-10 ‏ : ‎ 0133156850
  • ISBN-13 ‏ : ‎ 978-0133156850
  • Author: Gerald L. Manning

The seventh Canadian edition of Selling Today describes what ramifications the information age has for the selling world and how sales professionals must cope with new issues arising from the information revolution with an ethical, customer-centred mindset.

The pivotal role of a partnering style of selling in today’s highly competitive business environment is a common theme throughout the seventh Canadian edition of Selling Today: Partnering to Create Value.

Table contents:

 

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

  3. Ethics: The Foundation for Relationships That Create Value

  4. Creating Value with a Relationship Strategy

  5. Communication Styles: A Key to Adaptive Selling Today

  6. Creating Product Solutions

  7. Product-Selling Strategies That Add Value

  8. The Buying Process and Buyer Behaviour

  9. Developing and Qualifying Prospects and Accounts

  10. Approaching the Customer with Adaptive Selling

  11. Determining Customer Needs with a Consultative Questioning Strategy

  12. Creating Value with the Consultative Presentation

  13. Negotiating Buyer Concerns

  14. Adapting the Close and Confirming the Partnership

  15. Servicing the Sale and Building the Partnership

  16. Opportunity Management: The Key to Greater Sales Productivity

  17. Management of the Sales Force

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