Test Bank Selling Today 11th Edition by L. Manning L. Reece
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Test Bank Selling Today 11th Edition by L. Manning L. Reece
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Product Description
Test Bank Selling Today 11th Edition by L. Manning L. Reece
Gerald L. Manning, Barry L. Reece, Michael L. Ahearne
The 11th edition of “Selling Today: Creating Customer Value” provides a comprehensive approach to the concepts and practices of personal selling. It focuses on consultative and value-added selling strategies that align with the needs and expectations of today’s customers. The text is well-known for its rich application materials, real-world examples, and the integration of contemporary research in sales.
ISBN-10: 013207995X
ISBN-13: 9780132079952
Table of Contents
1. Developing a Personal Selling Philosophy
2. Personal Selling and the Marketing Concept
3. Personal Selling Opportunities in the Age of Information
4. Developing a Relationship Strategy
5. Creating Value with a Relationship Strategy
6. Communication Styles: A Key to Adaptive Selling
7. Ethics: The Foundation for Relationships in Selling
8. Developing a Product Strategy
9. Creating Product Solutions
10. Product-Selling Strategies that add Value
11. Developing a Customer Strategy
12. The Buying Process and Buyer Behavior
13. Developing and Qualifying a Prospect Base
14. Developing a Presentation Strategy
15. Approaching the Customer
16. Creating the Consultative Sales Presentation
17. Creating Value with the Sales Demonstration
18. Negotiating Buyer Concerns
19. Closing the Sale and Confirming the Partnership
20. Servicing the Sale and Building the Partnership
21. Opportunity Management: The Key to Greater Sales Productivity
22. Management of the Sales Force
23. Reality Selling Today Video Based Role Plays
24. Use of Customer Relationship Management (CRM) Software
25. Partnership Selling: A Role-Play/Simulation for Selling Today
Selling Today 11th Edition by L. Manning L. Reece Test BankAnswers