Selling Today: Partnering to Create Value, Global Edition （15TH）

Manning, Gerald/ Ahearne, Michael/ Reece, Barry

Pearson Education Limited（2024/09発売）

• 製本 Paperback:紙装版/ペーパーバック版／ページ数 544 p.
• 言語 ENG
• 商品コード 9781292458632
• DDC分類 658.85

Full Description

Selling Today helps you understand the value of developing personal selling skills. The text incorporates academic theory, roleplay scenarios, real-world applications and ethical dilemmas. With the largest number of "learn by doing" materials of any personal selling text, Selling Today offers a wealth of tools to help you develop an ethical, customer-centered mindset.

With new discussions, scenarios and videos, the 15th Edition prepares you to succeed as a member of a new generation of sales professionals.

 

Contents

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
NewNet Systems Regional Accounts Management Case Study
Partnership Selling Role Play