Selling Today: Partnering to Create Value, Global Edition
Pearson Education Limited (Verlag)
978-1-292-06017-0 (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.
For courses in Sales and Personal Selling.
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.
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PART 1 Developing a Personal Selling Philosophy
Chapter 1 Relationship Selling Opportunities in the Information Economy
Chapter 2 Evolution of Selling Models That Complement the Marketing Concept
PART 2 Developing a Relationship Strategy
Chapter 3 Ethics: The Foundation for Partnering Relationships That Create Value
Chapter 4 Creating Value with a Relationship Strategy
Chapter 5 Communication Styles: A Key to Adaptive Selling Today
PART 3 Developing a Product Strategy
Chapter 6 Creating Product Solutions
Chapter 7 Product-Selling Strategies That Add Value
PART 4 Developing a Customer Strategy
Chapter 8 The Buying Process and Buyer Behavior
Chapter 9 Developing and Qualifying Prospects and Accounts
PART 5 Developing a Presentation Strategy
Chapter 10 Approaching the Customer with Adaptive Selling
Chapter 11 Determining Customer Needs with a Consultative Questioning
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
PART 6 Management of Self and Others
Chapter 16 Opportunity Management: The Key to Greater Sales
Chapter 17 Management of the Sales Force
Appendix 1 Selling Today: Partnering to Create Value–Training Videos
Appendix 2 Regional Accounts Management Case Study
Appendix 3 Partnership Selling: A Role-Play/Simulation for Selling Today
Endnotes
Glossary
Name Index
Subject Index
| Erscheint lt. Verlag | 13.1.2023 |
|---|---|
| Verlagsort | Harlow |
| Sprache | englisch |
| Maße | 215 x 275 mm |
| Gewicht | 1112 g |
| Themenwelt | Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb |
| ISBN-10 | 1-292-06017-4 / 1292060174 |
| ISBN-13 | 978-1-292-06017-0 / 9781292060170 |
| Zustand | Neuware |
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