Selling Today Partnering To Create Value 14th Edition Manning Test Bank

Selling Today Partnering To Create Value 14th Edition Manning Test Bank

Product details:

• ISBN-10 ‏ : ‎ 0134477405
• ISBN-13 ‏ : ‎ 978-0134477404
• Authors: Gerald L Manning, Gerald Manning, Michael Ahearne, Michael L Ahearne, Barry L Reece, Barry Reece

Selling Today: Partnering to Create Value helps you understand the value of developing personal selling skills by exposing you to a personal selling academic theory, role play scenarios, and real¿-world applications and ethical dilemmas. With the largest number of “learn by doing” materials available in any personal selling text, the 14th Edition offers tools to strengthen your 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 you to succeed as a member of a new generation of businesspeople.

Table contents:

Part 1: Developing a Personal Selling Philosophy Relationship Selling Opportunities in the Information Economy Evolution of Selling Models That Complement the Marketing Concept

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

Part 3: Developing a Product Strategy Creating Product Solutions Product-Selling Strategies That Add Value

Part 4: Developing a Customer Strategy The Buying Process and Buyer Behavior Developing and Qualifying Prospects and Accounts

Part 5: Developing a Presentation Strategy Approaching the Customer with Adaptive Selling Determining Customer Needs with a Consultative Questioning Strategy Creating Value with the Consultative Presentation Negotiating Buyer Concerns Adapting the Close and Confirming the Partnership Servicing the Sale and Building the Partnership

Part 6: Management of Self and Others Opportunity Management: The Key to Greater Sales Productivity Management of the Sales Force APPENDICES Reality Selling Today Role Plays and Video Scenarios CRM Reports Selling Today

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