This is completed downloadable of Test Bank for Selling Today: Partnering to Create Value, 14th Edition Gerald L. Manning
Product Details:
- ISBN-10 : 0134477405
- ISBN-13 : 978-0134477404
- Author: Gerald Manning , Michael Ahearne , Barry Reece
Selling Today: Partnering to Create Value helps students understand the value of developing personal selling skills by exposing them 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 instructors teaching tools to strengthen the student 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.
Table of Contents
Part 1: Developing a Personal Selling Philosophy
1. Relationship Selling Opportunities in the Information Economy
2. Evolution of Selling Models That Complement the Marketing Concept
Part 2: Developing a Relationship Strategy
3. Ethics: The Foundation for Partnering Relationships That Create Value
4. Creating Value with a Relationship Strategy
5. Communication Styles: A Key to Adaptive Selling Today
Part 3: Developing a Product Strategy
6. Creating Product Solutions
7. Product-Selling Strategies That Add Value
Part 4: Developing a Customer Strategy
8. The Buying Process and Buyer Behavior
9. Developing and Qualifying Prospects and Accounts
Part 5: Developing a Presentation Strategy
10. Approaching the Customer with Adaptive Selling
11. Determining Customer Needs with a Consultative Questioning Strategy
12. Creating Value with the Consultative Presentation
13. Negotiating Buyer Concerns
14. Adapting the Close and Confirming the Partnership
15. Servicing the Sale and Building the Partnership
Part 6: Management of Self and Others
16. Opportunity Management: The Key to Greater Sales Productivity
17. Management of the Sales Force
Appendix 1: Reality Selling Today Role Plays and Video Scenarios
Appendix 2: CRM Reports
Appendix 3: Selling Today
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