Selling Today: Partnering To Create Value by Gerald L. ManningSelling Today: Partnering To Create Value by Gerald L. Manning

Selling Today: Partnering To Create Value

byGerald L. Manning, Michael Ahearne, Barry L. Reece

Hardcover | January 4, 2017

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For courses in Sales and Personal Selling.

 

Utilize cutting-edge personal selling techniques to navigate the information revolution era

Selling Today: Partnering to Create Value helps you understand the value of developing personal selling skills by exposing you to a personal selling academic theory, role play scenarios, and real¿-world applications and ethical dilemmas. With the largest number of “learn by doing” materials available in any personal selling text, the 14th Edition offers tools to strengthen your learning process. As the developed nations of the world transition from a production focus to a sales ¿and¿ service focus, this cutting-¿edge new edition prepares you to succeed as a member of a new generation of businesspeople.                              

 

Also available with MyLab Marketing

MyLab™ Marketing is an online homework, tutorial, and assessment program designed to work with this text to engage students and improve results. Within its structured environment, you practice what you learn, test your understanding, and pursue a personalized study plan that helps you better absorb course material and understand difficult concepts.


Note: You are purchasing a standalone product; MyLab Marketing does not come packaged with this content. Students, if interested in purchasing this title with MyLab Marketing, ask your instructor for the correct package ISBN and Course ID. Instructors, contact your Pearson representative for more information.

 

If you would like to purchase both the physical text and MyLab Marketing, search for:


0134611012 / 9780134611013 Selling Today: Partnering to Create Value Plus MyLab Marketing with Pearson eText -- Access Card Package, 14/e

 

Package consists of:

  • 0134477405 / 9780134477404 Selling Today: Partnering to Create Value
  • 0134479955 / 9780134479958 MyLab Marketing with Pearson eText -- Access Card -- for Selling Today: Partnering to Create Value
Michael Ahearne is Professor of Marketing and C. T. Bauer Chair in Marketing at the University of Houston. He is also Executive Director of the Sales Excellence Institute (SEI). The SEI is widely recognized as the leading university-based sales institute in the world, training more than 2,000 sales students, placing PhD students at t...
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Title:Selling Today: Partnering To Create ValueFormat:HardcoverDimensions:560 pages, 10.8 × 8.4 × 1 inPublished:January 4, 2017Publisher:Pearson EducationLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0134477405

ISBN - 13:9780134477404

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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