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.

Table of Contents :

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
Chapter 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
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