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Selling Today: Partnering to Create Value, 15th edition

  • Michael Ahearne, 
  • Gerald Manning

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Overview

Hallmark features of this title

  • The text is organized around 4 pillars of personal selling: relationship, product, customer, and presentation strategies. Ethical selling is emphasized throughout.
  • Role-play exercises and video case problems let students assume the role of a salesperson in selling scenarios that are relevant to today’s competitive environment.
  • Adaptive Selling Today Videos focus on SPIN selling, communication styles, questioning, negotiations, and closing strategies.
  • CRM boxes expose students to key applications of popular CRM systems.
  • Social Selling Today boxes offer strategies for utilizing social media in selling.
  • A capstone Accounts Management Case exposes students to the strategic responsibilities associated with moving multiple accounts successfully through the sales process.

Published by Pearson (November 1st 2023) - Copyright © 2024

ISBN-13: 9780138170820

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

  1. Ethics: The Foundation for Partnering Relationships That Create Value
  2. Creating Value with a Relationship Strategy
  3. Communication Styles: A Key to Adaptive Selling Today

PART 3: DEVELOPING A PRODUCT STRATEGY

  1. Creating Product Solutions
  2. Product-Selling Strategies That Add Value

PART 4: DEVELOPING A CUSTOMER STRATEGY

  1. The Buying Process and Buyer Behavior
  2. Developing and Qualifying Prospects and Accounts

PART 5: DEVELOPING A PRESENTATION STRATEGY

  1. Approaching the Customer with Adaptive Selling
  2. Determining Customer Needs with a Consultative Questioning Strategy
  3. Creating Value with the Consultative Presentation
  4. Negotiating Buyer Concerns
  5. Adapting the Close and Confirming the Partnership
  6. Servicing the Sale and Building the Partnership

PART 6: MANAGEMENT OF SELF AND OTHERS

  1. Opportunity Management: The Key to Greater Sales Productivity
  2. Management of the Sales Force

APPENDICES

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

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