<h3>For courses in Selling.</h3><p>Much of the western world has experienced a rapid shift from a production-focused to a sales and service focused economy. There are well over a million people employed in sales positions across Canada: more than 10 percent of the workforce. Randstad, a global leader in HR services, identified sales associates and sales representatives as the most in-demand jobs in Canada in 2020.&nbsp;</p><p>The primary goal of each revision of <b>Selling Today</b> is to develop the finest research-backed and most practical and applied text available in the marketplace. The revision process begins with a thorough review of several hundred articles, books, and research reports. The authors also study popular sales training programs such as Conceptual Selling, SPIN Selling, Integrity Selling, Trusted Advisor, and Solution Selling.&nbsp;</p>

<ol><li>Relationship Selling Opportunities in the Information Economy</li><li>Evolution of Selling Models that Complement the Marketing Concept</li><li>Ethics: The Foundation for Relationships that Create Value</li><li>Creating Value with a Relationship Strategy</li><li>Communication Styles: A Key to Adaptive Selling Today</li><li>Creating Product Solutions</li><li>Product-Selling Strategies that Add Value</li><li>The Buying Process and Buyer Behaviour</li><li>Developing and Qualifying Prospects and Accounts</li><li>Approaching the Customer with Adaptive Selling</li><li>Determining Customer Needs with a Consultative Questioning Strategy</li><li>Creating Value with the Consultative Demonstration</li><li>Negotiating Buyer Concerns</li><li>Adapting the Close and Confirming the Partnership</li><li>Servicing the Sale and Building the Partnership</li><li>Opportunity Management: The Key to Greater Sales Productivity</li><li>Management of the Sales Force</li></ol>

<p>Much of the western world has experienced a rapid shift from a production-focused to a sales and service focused economy. There are well over a million people employed in sales positions across Canada: more than 10 percent of the workforce. Randstad, a global leader in HR services, identified sales associates and sales representatives as the most in-demand jobs in Canada in 2020.&nbsp;</p><p>The primary goal of each revision of <b>Selling Today</b> is to develop the finest research-backed and most practical and applied text available in the marketplace. The revision process begins with a thorough review of several hundred articles, books, and research reports. The authors also study popular sales training programs such as Conceptual Selling, SPIN Selling, Integrity Selling, Trusted Advisor, and Solution Selling.&nbsp;</p>

<div>1 Relationship Selling Opportunities in the Information Economy</div><div>2 Evolution of Selling Models that Complement the Marketing Concept</div><div>3 Ethics: The Foundation for Relationships that Create Value</div><div>4 Creating Value with a Relationship Strategy</div><div>5 Communication Styles: A Key to Adaptive Selling Today</div><div>6 Creating Product Solutions</div><div>7 Product-Selling Strategies that Add Value</div><div>8 The Buying Process and Buyer Behaviour</div><div>9 Developing and Qualifying Prospects and Accounts</div><div>10 Approaching the Customer with Adaptive Selling</div><div>11 Determining Customer Needs with a Consultative Questioning Strategy</div><div>12 Creating Value with the Consultative Demonstration</div><div>13 Negotiating Buyer Concerns</div><div>14 Adapting the Close and Confirming the Partnership</div><div>15 Servicing the Sale and Building the Partnership</div><div>16 Opportunity Management: The Key to Greater Sales Productivity</div><div>17 Management of the Sales Force</div>

<p class="MsoNormal" style="margin-bottom:0in;margin-bottom:.0001pt;line-height:150%;background:white"><span style="font-size:10.0pt;line-height:150%;font-family:&quot;Verdana&quot;,sans-serif;mso-fareast-font-family:&quot;Times New Roman&quot;;mso-bidi-font-family:&quot;Times New Roman&quot;;color:black">As the world shifts to a greater reliance on digital media, it is appropriate that this text evolves as well. This eighth edition is the first fully digital version of Selling Today: Creating Customer Value. Instructors and students will find that, although the medium has changed, the content is fully consistent with prior editions.</span></p><p class="MsoNormal" style="margin-bottom:0in;margin-bottom:.0001pt;line-height:150%;background:white"><i><span style="font-size: 10pt; line-height: 150%; font-family: Verdana, sans-serif;">This ISBN is for the Pearson eText and may not include any media, website access codes, or print supplement.<o:p></o:p></span></i></p><p class="MsoNormal" style="margin-bottom:0in;margin-bottom:.0001pt;line-height:150%;background:white"><span style="font-family: Verdana, sans-serif; font-size: 10pt;">Much of the western world has experienced a rapid shift from a production-focused to a sales and service focused economy. There are well over a million people employed in sales positions across Canada: more than 10 percent of the workforce. Randstad, a global leader in HR services, identified sales associates and sales representatives as the most in-demand jobs in Canada in 2020.</span></p><p class="MsoNormal" style="margin-bottom:0in;margin-bottom:.0001pt;line-height:150%;background:white"><span style="font-size:10.0pt;line-height:150%;font-family:&quot;Verdana&quot;,sans-serif;mso-fareast-font-family:&quot;Times New Roman&quot;;mso-bidi-font-family:&quot;Times New Roman&quot;;color:black">The primary goal of each revision of Selling Today is to develop the finest research-backed and most practical and applied text available in the marketplace. The revision process begins with a thorough review of several hundred articles, books, and research reports. The authors also study popular sales training programs such as Conceptual Selling, SPIN Selling, Integrity Selling, Trusted Advisor, and Solution Selling.</span></p>

Gerald Manning

Michael Ahearne

Barry L Reece

HF Herb MacKenzie

Selling Today: Partnering to Create Value, Canadian Edition

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