Selling Today Partnering to Create Value

Extensive, real-world applications, carefully integrated with current personal selling concepts.

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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.

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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.

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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.

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MyMarketingLab is not a self-paced technology and should only be purchased when required by an instructor.

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

The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.