Selling Today: Partnering to Create Value, 14th edition

  • Gerald L Manning, 
  • Michael Ahearne, 
  • Barry L Reece

Choose the option that's right for you


$9.99 / mo

4-month minimum term for $39.96

  • Access this eText title
  • Up to 2 devices
  • Discounted tutor access


$14.99 / mo

4-month minimum term for $59.96

  • Access over 1,500 titles
  • Up to 2 devices
  • Discounted tutor access

Learn more, spend less

  • Learn anytime, anywhere

    Get the app to access your eText whenever you need it

  • Make it your own

    Your notes. Your highlights. Your eText

  • Find it fast

    Quickly navigate your eText with search

  • Stay organized

    Access all your eTexts in one place

  • Easily continue access

    Keep learning with auto-renew


Using cutting-edge techniques, Selling Today helps you develop personal selling skills through sales theory, real-world scenarios and ethical dilemmas, and role play.

Published by Pearson (September 18th 2020) - Copyright © 2021

ISBN-13: 9780136879084

Subject: Marketing

Category: Advertising & Selling

Table of contents

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

Part 2: Developing a Relationship Strategy
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

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

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

Part 5: Developing a Presentation Strategy
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

Part 6: Management of Self and Others
16. Opportunity Management: The Key to Greater Sales Productivity
17. Management of the Sales Force

Appendix 1: Reality Selling Today Role Plays and Video Scenarios
Appendix 2: CRM Reports
Appendix 3: Selling Today

Your questions answered

Introducing Pearson+. Reimagined learning, designed for you. Choose from one eText or over 1,500 eTexts and study tools, all in one place, for one low monthly subscription. A new way to buy books that fits your budget. Make the most of your study time with offline access, enhanced search, notes and flashcards — to get organized, get the work done quicker and get results. Plus, with the app, put textbooks in your pocket and learn wherever. It's time to upgrade the textbook and simplify learning, so you can have time to live too.

Pearson eText is an easy-to-use digital textbook available from Pearson+. Make it your own by adding notes and highlights. Download the Pearson+ mobile app to learn on the go, even offline. Listen on the go with our new audiobook feature, available for most titles.

When you choose a plan, you're signing up for a 4-month 'term'. We will charge your payment method each month until your 4-month term has ended. You can turn on auto-renew in My account at any time to continue your subscription before your 4-month term has ended.

When you purchase a Pearson+ subscription, it will last 4 months. Before your initial 4-month term ends, you can extend your subscription by turning auto-renew on in My account. If you turn auto-renew on, we’ll automatically renew your subscription and charge you every month until you turn off auto-renew.

To avoid the next payment charge, make sure you turn auto renewal off 1 day before the auto renewal date. You can subscribe again after auto-renew has been turned off by purchasing another Pearson+ subscription. We use your credit card to renew your subscription automatically. To make sure your learning is uninterrupted, please check your card details before your first monthly payment.

With a Multi Pearson+ subscription plan, you can download up to 5 titles on the Pearson+ app from My list on each of your authorized devices every month.

When you're using your Multi Pearson+ subscription plan in a browser, you can select and read from as many titles as you like.