Selling Today Partnering to Create Value Global 13th Edition Reece Test Bank

Selling Today Partnering to Create Value Global 13th Edition Reece Test Bank

Product details:

• ISBN-10 ‏ : ‎ 1292060174
• ISBN-13 ‏ : ‎ 978-1292060170
• Author: Renfro C. Manning

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.

Table contents:

Part 1: Developing a Personal Selling Philosophy Relationship Selling Opportunities in the Information Economy Evolution of Selling Models That Complement the Marketing Concept Part 2: Developing a Relationship Strategy Ethics: The Foundation for Partnering Relationships That Create Value Creating Value with a Relationship Strategy Communication Styles: A Key to Adaptive Selling Today Part 3: Developing a Product Strategy Creating Product Solutions Product-Selling Strategies That Add Value Part 4: Developing a Customer Strategy The Buying Process and Buyer Behavior Developing and Qualifying Prospects and Accounts Part 5: Developing a Presentation Strategy Approaching the Customer with Adaptive Selling Determining Customer Needs with a Consultative Questioning Strategy Creating Value with the Consultative Presentation Negotiating Buyer Concerns Adapting the Close and Confirming the Partnership Servicing the Sale and Building the Partnership Part 6: Management of Self and Others Opportunity Management: The Key to Greater Sales Productivity Management of the Sales Force APPENDICES Reality Selling Today Role Plays and Video Scenarios CRM Reports Selling Today

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