For courses in Sales and Personal Selling. 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 edition prepares students to succeed as members of a new generation of businesspeople. The full text downloaded to your computer With eBooks you can: search for key concepts, words and phrases make highlights and notes as you study share your notes with friends eBooks are downloaded to your computer and accessible either offline through the Bookshelf (available as a free download), available online and also via the iPad and Android apps. Upon purchase, you'll gain instant access to this eBook. Time limit TheeBooks products do not have an expiry date. You will continue to access yourdigitalebookproducts whilst you have yourBookshelf installed.
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
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