Buy MyLab Marketing with Pearson eText for Selling Today: Partnering to Create Value, Global Edition
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MyLab Marketing with Pearson eText for Selling Today: Partnering to Create Value, Global Edition

MyLab Marketing with Pearson eText for Selling Today: Partnering to Create Value, Global Edition


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About the Book

For courses in selling. Cutting-edge personal selling techniques to succeed in today's competitive business world. Selling Today helps students understand the value of developing personal selling skills. The text incorporates academic theory, roleplay scenarios, real-world applications and ethical dilemmas. With the largest number of 'learn by doing' materials of any personal selling text, Selling Today offers a wealth of tools to help students develop an ethical, customer-centred mindset. With new discussions, scenarios and videos, the 15th Edition prepares students to succeed as members of a new generation of sales professionals.

Table of 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 NewNet Systems Regional Accounts Management Case Study Partnership Selling Role Play

About the Author :
Gerald Manning is an international author, consultant, speaker, and successful businessperson. Professor Manning's book Selling Today: Partnering to Create Value, now in its 14th edition, is today's international #1 selling textbook on negotiations and partnering. With Chinese, Spanish, International English-Speaking, Canadian, Croatian, and US editions, millions have profited from the strategies and tactics presented. He is author of 4 additional books on management and sales, all published by large, international publishing companies. Gerald Manning also serves as a sales and marketing consultant to senior management and owners of more than 500 businesses, including both national and international companies. He appears regularly as a speaker at national sales and management conferences, and is featured regularly in training videos on sales and management. Professor Manning's speaking and classroom experience, along with his consulting and the management of his company, have provided him a unique opportunity to research, study, test, refine, and write about personal selling. With this background, and a long-term partnership-type relationship with acclaimed training video producer Arthur Bauer, the Adaptive Selling Training Video Series was produced. Michael Ahearne is Professor of Marketing and C. T. Bauer Chair in Marketing at the University of Houston. He is also Research Director of the Steven Stagner Sales Excellence Institute (SEI). The SEI is widely recognised as the leading university-based sales institute in the world, training more than 2,000 sales students, placing PhD students at top research universities and working with more than 200 major corporations annually.  Dr. Ahearne's research has focused primarily on improving the performance of salespeople and sales organisations. He has published over 40 articles in leading journals such as Journal of Marketing, Journal of Marketing Research, Management Science, Strategic Management Journal, Journal of Applied Psychology, and Organizational Behavior and Human Decision Processes. He was recently recognised by the American Marketing Association as one of the 20 most research-productive scholars in the field of marketing. His research has been profiled in the Wall Street Journal, Business 2.0, Business Investors Daily, Fox News, INC Magazine, and many other news outlets.


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Product Details
  • ISBN-13: 9781292729954
  • Publisher: Pearson Education Limited
  • Publisher Imprint: Pearson Education Limited
  • Language: English
  • ISBN-10: 1292729953
  • Publisher Date: 31 May 2023
  • Binding: Digital online


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MyLab Marketing with Pearson eText for Selling Today: Partnering to Create Value, Global Edition
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