Selling Today
United States Edition
11th Edition
Published on 17. February 2009
Book
Hardback
544 pages
978-0-13-207995-2 (ISBN)
Description
For undergraduate Personal Selling courses.
Students heading for a career in business will benefit from researched and proven selling techniques.
Professional sales skills are becoming increasingly important in today's business world. This text covers up-to-date academic topics and rich application materials, providing students with everything they need to understand and apply selling techniques.
In the eleventh edition, Manning and Reece have invited Michael Ahearne to join their best-selling author team. Ahearne's experience as Associate Professor of Marketing and Executive Director of the Sales Excellence Institute, in addition to his extensive educational background, provides invaluable insight to this already well-researched text.
Students heading for a career in business will benefit from researched and proven selling techniques.
Professional sales skills are becoming increasingly important in today's business world. This text covers up-to-date academic topics and rich application materials, providing students with everything they need to understand and apply selling techniques.
In the eleventh edition, Manning and Reece have invited Michael Ahearne to join their best-selling author team. Ahearne's experience as Associate Professor of Marketing and Executive Director of the Sales Excellence Institute, in addition to his extensive educational background, provides invaluable insight to this already well-researched text.
More details
Edition
11th edition
Language
English
Place of publication
United States
Publishing group
Pearson Education (US)
Target group
College/higher education
Dimensions
Height: 276 mm
Width: 216 mm
Weight
1460 gr
ISBN-13
978-0-13-207995-2 (9780132079952)
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
Other editions
New editions
Gerald L. Manning | Michael Ahearne | Barry L. Reece
Selling Today Plus NEW MyMarketingLab with Pearson eText -- Access Card Package
Book
09/2012
12th Edition
Prentice Hall
€190.53
Article is exhausted; no reprint
Book
04/2011
12th Edition
Pearson
€189.40
Article exhausted; check for reprint
Previous edition
Book
04/2006
10th Edition
Pearson
€58.17
Article exhausted; check for reprint
Content
PART 1
Developing a Personal Selling Philosophy
1. PERSONAL SELLING AND THE MARKETING CONCEPT
2. PERSONAL SELLING OPPORTUNITIES IN THE AGE OF INFORMATION
PART 2
Developing a Relationship Strategy
3. CREATING VALUE WITH A RELATIONSHIP STRATEGY
4. COMMUNICATION STYLES: A KEY TO ADAPTIVE SELLING
5. ETHICS: THE FOUNDATION FOR RELATIONSHIPS IN SELLING
PART 3
Developing a Product Strategy
6. CREATING PRODUCT SOLUTIONS
7. PRODUCT-SELLING STRATEGIES THAT ADD VALUE
PART 4
Developing a Customer Strategy
8. THE BUYING PROCESS AND BUYER BEHAVIOR
9. DEVELOPING AND QUALIFYING A PROSPECT BASE
PART 5
Developing a Presentation Strategy
10. APPROACHING THE CUSTOMER
11. CREATING THE CONSULTATIVE SALES PRESENTATION
12. CREATING VALUE WITH THE SALES DEMONSTRATION
13. NEGOTIATING BUYER CONCERNS
14. CLOSING THE SALE AND CONFIRMING THE PARTNERSHIP
15. SERVICING THE SALE AND BUILDING THE PARTNERSHIP
PART 6
Management of Self and Others
16. OPPORTUNITY MANAGEMENT: THE KEY TO GREATER SALES PRODUCTIVITY
17. MANAGEMENT OF THE SALES FORCE
APPENDIX 1 REALITY SELLING TODAY VIDEO BASED ROLE PLAYS
APPENDIX 2 USE OF CUSTOMER RELATIONSHIP MANAGEMENT (CRM) SOFTWARE SALESFORCE.COM
APPENDIX 3 PARTNERSHIP SELLING: A ROLE-PLAY/SIMULATION FOR SELLING TODAY
Endnotes
Glossary
Credits
Name Index
Subject Index
Developing a Personal Selling Philosophy
1. PERSONAL SELLING AND THE MARKETING CONCEPT
2. PERSONAL SELLING OPPORTUNITIES IN THE AGE OF INFORMATION
PART 2
Developing a Relationship Strategy
3. CREATING VALUE WITH A RELATIONSHIP STRATEGY
4. COMMUNICATION STYLES: A KEY TO ADAPTIVE SELLING
5. ETHICS: THE FOUNDATION FOR RELATIONSHIPS IN SELLING
PART 3
Developing a Product Strategy
6. CREATING PRODUCT SOLUTIONS
7. PRODUCT-SELLING STRATEGIES THAT ADD VALUE
PART 4
Developing a Customer Strategy
8. THE BUYING PROCESS AND BUYER BEHAVIOR
9. DEVELOPING AND QUALIFYING A PROSPECT BASE
PART 5
Developing a Presentation Strategy
10. APPROACHING THE CUSTOMER
11. CREATING THE CONSULTATIVE SALES PRESENTATION
12. CREATING VALUE WITH THE SALES DEMONSTRATION
13. NEGOTIATING BUYER CONCERNS
14. CLOSING THE SALE AND CONFIRMING THE PARTNERSHIP
15. SERVICING THE SALE AND BUILDING THE PARTNERSHIP
PART 6
Management of Self and Others
16. OPPORTUNITY MANAGEMENT: THE KEY TO GREATER SALES PRODUCTIVITY
17. MANAGEMENT OF THE SALES FORCE
APPENDIX 1 REALITY SELLING TODAY VIDEO BASED ROLE PLAYS
APPENDIX 2 USE OF CUSTOMER RELATIONSHIP MANAGEMENT (CRM) SOFTWARE SALESFORCE.COM
APPENDIX 3 PARTNERSHIP SELLING: A ROLE-PLAY/SIMULATION FOR SELLING TODAY
Endnotes
Glossary
Credits
Name Index
Subject Index