Selling Today: Partnering to Create Value, 14th edition
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Overview
Selling Today helps you understand the value of developing personal selling skills. The text incorporates academic theory, roleplay scenarios, real-world applications and ethical dilemmas. With the largest number of “learn by doing” materials of any personal selling text, Selling Today offers a wealth of tools to help you develop an ethical, customer-centered mindset.
With new discussions, scenarios and videos, the 14th Edition prepares you to succeed as a member of a new generation of sales professionals.
Published by Pearson (September 18th 2020) - Copyright © 2021
ISBN-13: 9780136879084
Subject: Marketing
Category: Advertising & Selling
Overview
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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