Selling Today: Partnering to Create Value, 14th edition

Published by Pearson (September 18, 2020) © 2021

  • 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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Using cutting-edge techniques, Selling Today helps you develop personal selling skills through sales theory, real-world scenarios and ethical dilemmas, and role play.

Brief Table of Contents

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

Appendix 1: Reality Selling Today Role Plays and Video Scenarios

Appendix 2: CRM Reports

Appendix 3: Selling Today

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