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Full Description
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. MyMarketingLab for Selling Today is a total learning package. MyMarketingLab is an online homework, tutorial, and assessment program that truly engages students in learning. It helps students better prepare for class, quizzes, and exams-resulting in better performance in the course-and provides educators a dynamic set of tools for gauging individual and class progress.This program will provide a better teaching and learning experience-for you and your students. Here's how: *Improve Results with MyMarketingLab: MyMarketingtLab delivers proven results in helping students succeed and provides engaging experiences that personalize learning.*Help Students Apply Concepts: The Reality Selling Today Videos-which feature eleven role-play scenarios-allow students to assume the role of a salesperson in selling scenarios that are relevant in today's competitive environment.*Encourage Critical Thinking: Participation in an exciting business entitled Gra Issues provides students with an introduction to a range of real-life ethical dilemmas, and it stimulates in-depth thinking about the ethical consequences of their decisions and actions.*Keep Your Course Current and Relevant: A highly interactive simulated website has been added to this edition. Note: You are purchasing a standalone product; MyMarketingLab does not come packaged with this content. If you would like to purchase both the physical text and MyMarketingLab search for ISBN-10: 0133763501/ISBN-13: 9780133763508.That package includes ISBN-10: 0133543382/ISBN-13: 9780133543384 and ISBN-10: 0133766608/ISBN-13: 9780133766608. MyMarketingLab is not a self-paced technology and should only be purchased when required by an instructor.
Contents
Preface xix Acknowledgments xxvii About the Authors xxxi PART 1 Developing a Personal Selling Philosophy 3 Chapter 1 Relationship Selling Opportunities in the Information Economy 4 Chapter 2 Evolution of Selling Models That Complement the Marketing Concept 29 PART 2 Developing a Relationship Strategy 47 Chapter 3 Ethics: The Foundation for Partnering Relationships That Create Value 48 Chapter 4 Creating Value with a Relationship Strategy 71 Chapter 5 Communication Styles: A Key to Adaptive Selling Today 89 PART 3 Developing a Product Strategy 113 Chapter 6 Creating Product Solutions 114 Chapter 7 Product-Selling Strategies That Add Value 132 PART 4 Developing a Customer Strategy 151 Chapter 8 The Buying Process and Buyer Behavior 152 Chapter 9 Developing and Qualifying Prospects and Accounts 172 PART 5 Developing a Presentation Strategy 199 Chapter 10 Approaching the Customer with Adaptive Selling 200 Chapter 11 Determining Customer Needs with a Consultative Questioning Strategy 223 Chapter 12 Creating Value with the Consultative Presentation 247 Chapter 13 Negotiating Buyer Concerns 271 Chapter 14 Adapting the Close and Confirming the Partnership 293 Chapter 15 Servicing the Sale and Building the Partnership 311 PART 6 Management of Self and Others 331 Chapter 16 Opportunity Management: The Key to Greater Sales Productivity 332 Chapter 17 Management of the Sales Force 350 Appendix 1 Selling Today: Partnering to Create Value-Training Videos 369 Appendix 2 Regional Accounts Management Case Study 393 Appendix 3 Partnership Selling: A Role-Play/Simulation for Selling Today 417 Endnotes 485 Glossary 503 Name Index 509 Subject Index 513
