Selling Today: Partnering to Create Value, 15th edition

Published by Pearson (December 28, 2023) © 2024

  • Michael Ahearne University of Houston
  • Gerald Manning Des Moines Area Community College

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ISBN-13: 9780138170820 (2023 update)
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Selling Today helps you understand the value of developing personal selling skills. The text incorporates academic theory, roleplay scenarios, real-world applications and ethical dilemmas. With the largest number of “learn by doing” materials of any personal selling text, Selling Today offers a wealth of tools to help you develop an ethical, customer-centered mindset.

With new discussions, scenarios and videos, the 15th Edition prepares you to succeed as a member of a new generation of sales professionals.

PART 1: DEVELOPING A PERSONAL SELLING PHILOSOPHY

  1. Relationship Selling Opportunities in the Information Economy
  2. Evolution of Selling Models That Complement the Marketing Concept

PART 2: DEVELOPING A RELATIONSHIP STRATEGY

  1. Ethics: The Foundation for Partnering Relationships That Create Value
  2. Creating Value with a Relationship Strategy
  3. Communication Styles: A Key to Adaptive Selling Today

PART 3: DEVELOPING A PRODUCT STRATEGY

  1. Creating Product Solutions
  2. Product-Selling Strategies That Add Value

PART 4: DEVELOPING A CUSTOMER STRATEGY

  1. The Buying Process and Buyer Behavior
  2. Developing and Qualifying Prospects and Accounts

PART 5: DEVELOPING A PRESENTATION STRATEGY

  1. Approaching the Customer with Adaptive Selling
  2. Determining Customer Needs with a Consultative Questioning Strategy
  3. Creating Value with the Consultative Presentation
  4. Negotiating Buyer Concerns
  5. Adapting the Close and Confirming the Partnership
  6. Servicing the Sale and Building the Partnership

PART 6: MANAGEMENT OF SELF AND OTHERS

  1. Opportunity Management: The Key to Greater Sales Productivity
  2. Management of the Sales Force

APPENDICES

  1. Reality Selling Today Role Plays and Video Scenarios
  2. NewNet Systems Regional Accounts Management Case Study
  3. Partnership Selling Role Play

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