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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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.                              


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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


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  • 0134477405 / 9780134477404 Selling Today: Partnering to Create Value
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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...
Title:Selling Today: Partnering To Create ValueFormat:HardcoverDimensions:560 pages, 11.25 × 8.75 × 1.15 inPublished:January 4, 2017Publisher:Pearson EducationLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0134477405

ISBN - 13:9780134477404


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