Selling Today: Partnering to Create Value

Selling Today: Partnering to Create Value, 14th edition

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

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Overview

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

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