Selling Today: Partnering to Create Val... | WHSmith Books
Selling Today: Partnering to Create Value, Global Edition (13th edition)

Selling Today: Partnering to Create Value, Global Edition (13th edition)

By: Barry Reece (author), Gerald L. Manning (author), Michael Ahearne (author)Mixed Media

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Description

For courses in Sales and Personal Selling. Extensive, real-world applications, carefully integrated with current personal selling concepts. 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 cutting-edge new edition prepares students to succeed as members of a new generation of businesspeople.For courses in Sales and Personal Selling. Extensive, real-world applications, carefully integrated with current personal selling concepts. 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 cutting-edge new edition prepares students to succeed as members of a new generation of businesspeople. Please note that the product you are purchasing does not include MyMarketingLab. MyMarketingLab Join over 11 million students benefiting from Pearson MyLabs.This title can be supported by MyMarketingLab, an online homework and tutorial system designed to test and build your understanding. Would you like to use the power of MyMarketingLab to accelerate your learning? You need both an access card and a course ID to access MyMarketingLab. These are the steps you need to take:1. Make sure that your lecturer is already using the system Ask your lecturer before purchasing a MyLab product as you will need a course ID from them before you can gain access to the system.2. Check whether an access card has been included with the book at a reduced cost If it has, it will be on the inside back cover of the book.3. If you have a course ID but no access code, you can benefit from MyMarketingLab at a reduced price by purchasing a pack containing a copy of the book and an access code for MyMarketingLab (ISBN:9781292060422)4. If your lecturer is using the MyLab and you would like to purchase the product...Go to www.MyMarketingLab.com to buy access to this interactive study programme. For educator access, contact your Pearson representative. To find out who your Pearson representative is, visit www.pearsoned.co.uk/replocator

Contents

Preface xixAcknowledgments xxviiAbout the Authors xxxiPART 1 Developing a Personal Selling Philosophy 3Chapter 1 Relationship Selling Opportunities in the InformationEconomy 4Chapter 2 Evolution of Selling Models That Complement the MarketingConcept 29PART 2 Developing a Relationship Strategy 47Chapter 3 Ethics: The Foundation for Partnering Relationships That CreateValue 48Chapter 4 Creating Value with a Relationship Strategy 71Chapter 5 Communication Styles: A Key to Adaptive Selling Today 89PART 3 Developing a Product Strategy 113Chapter 6 Creating Product Solutions 114Chapter 7 Product-Selling Strategies That Add Value 132PART 4 Developing a Customer Strategy 151Chapter 8 The Buying Process and Buyer Behavior 152Chapter 9 Developing and Qualifying Prospects and Accounts 172PART 5 Developing a Presentation Strategy 199Chapter 10 Approaching the Customer with Adaptive Selling 200Chapter 11 Determining Customer Needs with a Consultative QuestioningStrategy 223Chapter 12 Creating Value with the Consultative Presentation 247Chapter 13 Negotiating Buyer Concerns 271Chapter 14 Adapting the Close and Confirming the Partnership 293Chapter 15 Servicing the Sale and Building the Partnership 311PART 6 Management of Self and Others 331Chapter 16 Opportunity Management: The Key to Greater SalesProductivity 332Chapter 17 Management of the Sales Force 350Appendix 1 Selling Today: Partnering to Create Value-Training Videos 369Appendix 2 Regional Accounts Management Case Study 393Appendix 3 Partnership Selling: A Role-Play/Simulation for Selling Today 417Endnotes 485Glossary 503Name Index 509Subject Index 513

Product Details

  • ISBN13: 9781292060170
  • Format: Mixed Media
  • Number Of Pages: 552
  • ID: 9781292060170
  • weight: 1172
  • ISBN10: 1292060174
  • edition: 13th edition

Delivery Information

  • Saver Delivery: Yes
  • 1st Class Delivery: Yes
  • Courier Delivery: Yes
  • Store Delivery: Yes

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