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

1 - 2 weeks availability

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

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Contents

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

Product Details

  • publication date: 08/05/2014
  • ISBN13: 9781292060170
  • Format: Mixed Media
  • Number Of Pages: 552
  • ID: 9781292060170
  • weight: 1038
  • ISBN10: 1292060174
  • edition: 13th edition

Delivery Information

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

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