Selling Today: Partnering to Create Value, Global Edition, 13th edition

Published by Pearson (January 23, 2015) © 2015

  • Gerald Manning Des Moines Area Community College
  • Michael Ahearne University of Houston
  • Barry L Reece Virginia Polytechnic Institute and State University
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For courses in Sales and Personal Selling.

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 edition prepares students to succeed as members of a new generation of businesspeople.

  • PART 1 Developing a Personal Selling Philosophy
  • Chapter 1 Relationship Selling Opportunities in the Information Economy
  • Chapter 2 Evolution of Selling Models That Complement the Marketing Concept
  • PART 2 Developing a Relationship Strategy
  • Chapter 3 Ethics: The Foundation for Partnering Relationships That Create Value
  • Chapter 4 Creating Value with a Relationship Strategy
  • Chapter 5 Communication Styles: A Key to Adaptive Selling Today
  • PART 3 Developing a Product Strategy
  • Chapter 6 Creating Product Solutions
  • Chapter 7 Product-Selling Strategies That Add Value
  • PART 4 Developing a Customer Strategy
  • Chapter 8 The Buying Process and Buyer Behavior
  • Chapter 9 Developing and Qualifying Prospects and Accounts
  • PART 5 Developing a Presentation Strategy
  • Chapter 10 Approaching the Customer with Adaptive Selling
  • Chapter 11 Determining Customer Needs with a Consultative Questioning
  • Chapter 12 Creating Value with the Consultative Presentation
  • Chapter 13 Negotiating Buyer Concerns
  • Chapter 14 Adapting the Close and Confirming the Partnership
  • Chapter 15 Servicing the Sale and Building the Partnership
  • PART 6 Management of Self and Others
  • Chapter 16 Opportunity Management: The Key to Greater Sales
  • Chapter 17 Management of the Sales Force
  • Appendix 1 Selling Today: Partnering to Create Value–Training Videos
  • Appendix 2 Regional Accounts Management Case Study
  • Appendix 3 Partnership Selling: A Role-Play/Simulation for Selling Today
  • Endnotes
  • Glossary
  • Name Index
  • Subject Index

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