Selling Today with MyMarketingLab, Global Edition
13th Edition
Published on 22. September 2014
Book
Mixed media product
978-1-292-06042-2 (ISBN)
Description
This package contains Manning, Selling Today: Partnering to Create Value 13e and access to MyMarketingLab.
Important information for students:
You need both an access code and a course ID to access MyMarketingLab. 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.
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.
This package includes MyMarketingLab, an online homework, tutorial, and assessment system designed with a single purpose in mind; to improve the results of all higher education students, one student at a time. With a wide range of interactive, engaging, and assignable activities, students are encouraged to actively learn and retain tough course concepts. Find out more at www.pearsonmylabandmastering.com/global/mymarketinglab.
Important information for students:
You need both an access code and a course ID to access MyMarketingLab. 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.
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.
This package includes MyMarketingLab, an online homework, tutorial, and assessment system designed with a single purpose in mind; to improve the results of all higher education students, one student at a time. With a wide range of interactive, engaging, and assignable activities, students are encouraged to actively learn and retain tough course concepts. Find out more at www.pearsonmylabandmastering.com/global/mymarketinglab.
More details
Edition
13th edition
Language
English
Place of publication
Harlow
United Kingdom
Target group
College/higher education
Professional and scholarly
Dimensions
Height: 275 mm
Width: 215 mm
Thickness: 18 mm
Weight
1060 gr
ISBN-13
978-1-292-06042-2 (9781292060422)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Content
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
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