Test Bank for Selling Today Partnering to Create Value 13th Edition Manning Ahearne Reece 0133543382 9780133543384

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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.

Language: English
ISBN-10 : 0133543382
ISBN-13 : 978-0133543384
ISBN-13 : 9780133543384

Author: Gerald L. Manning , Michael Ahearne and Barry L. Reece

selling today partnering to create value 13th edition
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Solution Manual for Selling Today Partnering to Create Value 13th Edition Manning Ahearne Reece 0133543382 9780133543384

Table of Content:

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 CreateValue 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

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