RENT TEXTBOOKS

by: Manning, Gerald L.; Ahearne, Michael L.; Reece, Barry L.

ISBN: 9780132109864 | 0132109867

For undergraduate Personal Selling courses. Students heading for a career in business will benefit from researched and proven selling techniques. Professional sales skills are becoming increasingly important in today's business world. This text covers up-to-date academic topics and rich application materials, providing students with everything they need to understand and apply selling techniques.

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A hands-on approach to the sales skills necessary for creating and delivering superior value to customers. #xA0; In toda... MOREy#x19;s consumer-focused business world, professional sales skills are an important asset for anyone to have. To help readers enhance these skills, S elling Today: Partnering to Create Valueprovides current academic topics along with extensive opportunities for application.#xA0; #xA0; The new edition provides an up-to-date and cutting-edge treatment of the field, and incorporates more #x1C;learn by doing#x1D; materials to equip readers with hands-on experience.

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Extensive, real-world applications, carefully integrated with current personal selling concepts.

 

Selling Today: Partnering to Create Value helps readers 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 readers to succeed as members of a new generation of businesspeople.

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

... MOREChapter 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 Self and Others

Chapter 17. Management of the Sales Force