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Testbank for Selling Today: Partnering to Create Value (13th Edition) by Gerald L. Manning

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  • ISBN-10:  133543382 / ISBN-13:  9780133543384
  • Ebook Details

    • Edition: 13th Edition
    • Format: Downloadable ZIP Fille
    • Resource Type : Testbank
    • Publication: 2014
    • Duration: Unlimited downloads
    • Delivery: Instant Download
     

    $70.00 $50.00

    SKU: a953169d85b7 Category:

    Table of 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

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