Selling Today: Pearson New International Edition
Pearson Education Limited (Verlag)
978-1-292-02344-1 (ISBN)
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Extensive, real-world applications, carefully integrated with current personal selling concepts.
Selling Today: Partnering to Create Value helps students understand the value of developing their personal selling skills by exposing them to a careful integration of personal selling academic theory and real-world applications. And with the largest number of "learn by doing" materials available in any personal selling text, Manning/Ahearne/Reece offers instructors a variety of teaching tools to strengthen the 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 students to succeed as members of a new generation of businesspeople.
MyMarketingLab New Design is now available for this title! MyMarketingLab New Design offers:
One Place for All of Your Courses. Improved registration experience and a single point of access for instructors and students who are teaching and learning multiple MyLab/Mastering courses.
A Simplified User Interface. The new user interface offers quick and easy access to Assignments, Study Plan, eText & Results, as well as additional option for course customization.
New Communication Tools. The following new communication tools can be used to foster collaboration, class participation, and group work.
Email: Instructors can send emails to their entire class, to individual students or to instructors who has access to their course.
Discussion Board: The discussion board provides students with a space to respond and react to the discussions you create. These posts can also be separated out into specific topics where students can share their opinions/answers and respond to their fellow classmates' posts.
Chat/ ClassLive: ClassLive is an interactive chat tool that allows instructors and students to communicate in real time. ClassLive can be used with a group of students or one-on-one to share images or PowerPoint presentations, draw or write objects on a whiteboard, or send and received graphed or plotted equations. ClassLive also has additional classroom management tools, including polling and hand-raising.
Enhanced eText. Available within the online course materials and offline via an iPad app, the enhanced eText allows instructors and students to highlight, bookmark, take notes, and share with one another.
Chapter 1. Relationship Selling Opportunities in the Information Economy
Chapter 2. Evolution of Selling Models that Complement the Marketing Concept
Chapter 3. Developing a Relationship Strategy
Chapter 4. Communication Styles: A Key to Adaptive Selling Today
Chapter 5. Ethics: The Foundation for Relationships in Selling
Chapter 6. Developing a Product Strategy
Chapter 7. Product-Selling Strategies that Add Value
Chapter 8. The Buying Process and Buyer Behavior
Chapter 9. Developing and Qualifying a Prospect Base
Chapter 10. Approaching the Customer with Adaptive Selling
Chapter 11. Determining Customer Needs with a Consultative Questioning Strategy
Chapter 12. Creating Value with the Consultative Presentation
Chapter 13. Negotiating Buyer Concerns
Chapter 14. Adapting the Close and Confirming the Partnership
Chapter 15. Servicing the Sale and Building the Partnership
Chapter 16. Management of the Sales Force
| Erscheint lt. Verlag | 12.8.2013 |
|---|---|
| Verlagsort | Harlow |
| Sprache | englisch |
| Maße | 215 x 270 mm |
| Gewicht | 902 g |
| Themenwelt | Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb |
| ISBN-10 | 1-292-02344-9 / 1292023449 |
| ISBN-13 | 978-1-292-02344-1 / 9781292023441 |
| Zustand | Neuware |
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