Selling Today Partnering to Create Value 13th Edition Manning Test Bank

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Product details:

• ISBN-10 ‏ : ‎ 0134004205
• ISBN-13 ‏ : ‎ 978-0134004204
• Author: Gerald L. Manning (Author), Michael Ahearne (Author), Barry L. Reece (Author)

Selling Today: Partnering to Create Value helps students understand the value of developing their personal selling skills by exposing them to a careful integration of personal selling academic theory and real-world applications. And with the largest number of “learn by doing” materials available in any personal selling text, Manning/Ahearne/Reece offers instructors a variety of teaching tools to strengthen the learning process. As the developed nations of the world transition from a production focus to a sales-and-service focus, this cutting-edge new edition prepares students to succeed as members of a new generation of businesspeople.

Table of contents:

• PART 1 Developing a Personal Selling Philosophy
• Chapter 1 Relationship Selling Opportunities in the Information Economy
• Chapter 2 Evolution of Selling Models That Complement the Marketing Concept
• PART 2 Developing a Relationship Strategy
• Chapter 3 Ethics: The Foundation for Partnering Relationships That Create Value
• Chapter 4 Creating Value with a Relationship Strategy
• Chapter 5 Communication Styles: A Key to Adaptive Selling Today
• PART 3 Developing a Product Strategy
• Chapter 6 Creating Product Solutions
• Chapter 7 Product-Selling Strategies That Add Value
• PART 4 Developing a Customer Strategy
• Chapter 8 The Buying Process and Buyer Behavior
• Chapter 9 Developing and Qualifying Prospects and Accounts
• PART 5 Developing a Presentation Strategy
• Chapter 10 Approaching the Customer with Adaptive Selling
• Chapter 11 Determining Customer Needs with a Consultative Questioning
• Chapter 12 Creating Value with the Consultative Presentation
• Chapter 13 Negotiating Buyer Concerns
• Chapter 14 Adapting the Close and Confirming the Partnership
• Chapter 15 Servicing the Sale and Building the Partnership
• PART 6 Management of Self and Others
• Chapter 16 Opportunity Management: The Key to Greater Sales
• Chapter 17 Management of the Sales Force
• Appendix 1 Selling Today: Partnering to Create Value-Training Videos
• Appendix 2 Regional Accounts Management Case Study
• Appendix 3 Partnership Selling: A Role-Play/Simulation for Selling Today
• Endnotes
• Glossary
• Name Index
• Subject Index

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