Selling Today
Partnering to Create Value
13th Edition
Published on 9. May 2014
Book
Hardback
552 pages
978-0-13-354338-4 (ISBN)
Description
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.
?
MyMarketingLab for Selling Today is a total learning package. MyMarketingLab is an online homework, tutorial, and assessment program that truly engages students in learning. It helps students better prepare for class, quizzes, and exams-resulting in better performance in the course-and provides educators a dynamic set of tools for gauging individual and class progress.
?
This program will provide a better teaching and learning experience-for you and your students. Here's how:
Improve Results with MyMarketingLab: MyMarketingLab delivers proven results in helping students succeed and provides engaging experiences that personalize learning.
Help Students Apply Concepts: The Reality Selling Today Videos-which feature eleven role-play scenarios-allow students to assume the role of a salesperson in selling scenarios that are relevant in today's competitive environment.
Encourage Critical Thinking: Participation in an exciting business entitled Gra Issues provides students with an introduction to a range of real-life ethical dilemmas, and it stimulates in-depth thinking about the ethical consequences of their decisions and actions.
Keep Your Course Current and Relevant: A highly interactive simulated website has been added to this edition.
Note: You are purchasing a standalone product; MyMarketingLab does not come packaged with this content. If you would like to purchase both the physical text and MyMarketingLab search for ISBN-10: 0133763501/ISBN-13: 9780133763508. That package includes ISBN-10: 0133543382/ISBN-13: 9780133543384 and ISBN-10: 0133766608/ISBN-13: 9780133766608.
?
MyMarketingLab is not a self-paced technology and should only be purchased when required by an instructor.
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.
?
MyMarketingLab for Selling Today is a total learning package. MyMarketingLab is an online homework, tutorial, and assessment program that truly engages students in learning. It helps students better prepare for class, quizzes, and exams-resulting in better performance in the course-and provides educators a dynamic set of tools for gauging individual and class progress.
?
This program will provide a better teaching and learning experience-for you and your students. Here's how:
Improve Results with MyMarketingLab: MyMarketingLab delivers proven results in helping students succeed and provides engaging experiences that personalize learning.
Help Students Apply Concepts: The Reality Selling Today Videos-which feature eleven role-play scenarios-allow students to assume the role of a salesperson in selling scenarios that are relevant in today's competitive environment.
Encourage Critical Thinking: Participation in an exciting business entitled Gra Issues provides students with an introduction to a range of real-life ethical dilemmas, and it stimulates in-depth thinking about the ethical consequences of their decisions and actions.
Keep Your Course Current and Relevant: A highly interactive simulated website has been added to this edition.
Note: You are purchasing a standalone product; MyMarketingLab does not come packaged with this content. If you would like to purchase both the physical text and MyMarketingLab search for ISBN-10: 0133763501/ISBN-13: 9780133763508. That package includes ISBN-10: 0133543382/ISBN-13: 9780133543384 and ISBN-10: 0133766608/ISBN-13: 9780133766608.
?
MyMarketingLab is not a self-paced technology and should only be purchased when required by an instructor.
More details
Edition
13th 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
1310 gr
ISBN-13
978-0-13-354338-4 (9780133543384)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Other editions
New editions
Book
07/2017
14th Edition
Pearson
€290.91
Article exhausted; check different version
Previous edition
Book
04/2011
12th Edition
Pearson
€189.40
Article exhausted; check for reprint
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