Selling Today : Partnering to Create Value （14TH）

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Selling Today : Partnering to Create Value （14TH）

Manning, Gerald/ Ahearne, Michael/ Reece, Barry

ウェブストア価格 ¥67,130（本体¥61,028）
Pearson（2017/07発売）
外貨定価 US$ 319.99
ポイント 610pt

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製本 Hardcover:ハードカバー版／ページ数 560 p.
言語 ENG
商品コード 9780134477404
DDC分類 658.8

Full Description

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

Part 1: Developing a Personal Selling Philosophy

Relationship Selling Opportunities in the Information Economy
Evolution of Selling Models That Complement the Marketing Concept

Part 2: Developing a Relationship Strategy

Ethics: The Foundation for Partnering Relationships That Create Value
Creating Value with a Relationship Strategy
Communication Styles: A Key to Adaptive Selling Today

Part 3: Developing a Product Strategy

Creating Product Solutions
Product-Selling Strategies That Add Value

Part 4: Developing a Customer Strategy

The Buying Process and Buyer Behavior
Developing and Qualifying Prospects and Accounts

Part 5: Developing a Presentation Strategy

Approaching the Customer with Adaptive Selling
Determining Customer Needs with a Consultative Questioning Strategy
Creating Value with the Consultative Presentation
Negotiating Buyer Concerns
Adapting the Close and Confirming the Partnership
Servicing the Sale and Building the Partnership

Part 6: Management of Self and Others

Opportunity Management: The Key to Greater Sales Productivity
Management of the Sales Force

APPENDICES

Reality Selling Today Role Plays and Video Scenarios
CRM Reports
Selling Today