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Selling Today: Partnering to Create Value, Canadian Edition, 8th edition

Published by Pearson Canada (March 9, 2021) © 2022

  • Gerald Manning Des Moines Area Community College
  • Michael Ahearne University of Houston
  • Barry L Reece Virginia Polytechnic Institute and State University
  • HF Herb MacKenzie Brock University
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Much of the western world has experienced a rapid shift from a production-focused to a sales and service focused economy. There are well over a million people employed in sales positions across Canada: more than 10 percent of the workforce. Randstad, a global leader in HR services, identified sales associates and sales representatives as the most in-demand jobs in Canada in 2020. 

The primary goal of each revision of Selling Today is to develop the finest research-backed and most practical and applied text available in the marketplace. The revision process begins with a thorough review of several hundred articles, books, and research reports. The authors also study popular sales training programs such as Conceptual Selling, SPIN Selling, Integrity Selling, Trusted Advisor, and Solution Selling. 

  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 Demonstration
  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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