Selling Today: Partnering to Create Value, 16th edition

  • Michael Ahearne
  • , Gerald Manning
  • , Mohsen Pourmasoudi

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Selling Today develops personal selling skills grounded in an ethical, customer-centered mindset. Organized around four core strategies—relationship, product, customer and presentation—the title offers the most “learn by doing” materials of any personal selling text, including robust role-play scenarios. Its video-based sales training support is unparalleled as a teaching and learning resource.

The 16th Edition explores the impact of AI and other technological advances on selling and sales professionals in a competitive business world. Five new Reality Selling Today videos showcase the skills needed for a successful career in modern-day sales environments. The videos are leveraged in chapter-opening vignettes, end-of-chapter case problems and role-play scenarios, infusing the content with real-world sales experiences.

Published by Pearson (December 17th 2025) - Copyright © 2027

ISBN-13: 9780135459560

Subject: Marketing

Category: Advertising & Selling

  1. Relationship Selling Opportunities in the Age of Artificial Intelligence
  2. Evolution of Selling Models That Complement the Marketing Concept
  3. Ethics: The Foundation for Partnering 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 Behavior
  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

APPENDICES

  1. Reality Selling Today Role-Plays and Video Scenarios
  2. The NewNet Systems Regional Accounts Management Case Study
  3. Partnership Selling: A Role-Play for Selling Today