9780133250923

Selling Today Plus NEW MyMarketingLab with Pearson eText -- Access Card Package

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  • ISBN13:

    9780133250923

  • ISBN10:

    013325092X

  • Edition: 12th
  • Format: Package
  • Copyright: 8/9/2012
  • Publisher: Prentice Hall
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Summary

Ex> Selling Today: Partnering to Create Valuehelps readers 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 readers to succeed as members of a new generation of businesspeople.

Table of Contents

Chapter 1. Relationship Selling Opportunities in the Information Economy

Chapter 2. Evolution of Selling Models that Complement the Marketing Concept

Chapter 3. Developing a Relationship Strategy

Chapter 4. Communication Styles: A Key to Adaptive Selling Today

Chapter 5. Ethics: The Foundation for Relationships in Selling

Chapter 6. Developing a Product Strategy

Chapter 7. Product-Selling Strategies that Add Value

Chapter 8. The Buying Process and Buyer Behavior         

Chapter 9. Developing and Qualifying a Prospect Base

Chapter 10. Approaching the Customer with Adaptive Selling

Chapter 11. Determining Customer Needs with a Consultative Questioning Strategy

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

Chapter 16. Management of Self and Others

Chapter 17. Management of the Sales Force

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