<p><strong><em>For courses in Sales and Personal Selling. </em></strong></p><p>Extensive, real-world applications, carefully integrated with current personal selling concepts.</p><p><strong><em>Selling Today: Partnering to Create Value</em></strong> 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 &ldquo;learn by doing&rdquo; 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 cutting-edge new edition prepares students to succeed as members of a new generation of businesspeople.</p><p><strong><em>For courses in Sales and Personal Selling. </em></strong></p><p>Extensive, real-world applications, carefully integrated with current personal selling concepts.</p><p><strong><em>Selling Today: Partnering to Create Value</em></strong> 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 &ldquo;learn by doing&rdquo; 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 cutting-edge new edition prepares students to succeed as members of a new generation of businesspeople.</p><p><strong>Please note that the product you are purchasing does not include MyMarketingLab. </strong></p><p><strong>MyMarketingLab</strong></p><p>Join over 11 million students benefiting from Pearson MyLabs.</p><p>This title can be supported by MyMarketingLab, an online homework and tutorial system designed to test and build your understanding. Would you like to use the power of MyMarketingLab to accelerate your learning? You need both an access card and a <strong>course ID</strong> to access MyMarketingLab.</p><p>These are the steps you need to take:</p><p>1. Make sure that your lecturer is already using the system</p><p>Ask your lecturer before purchasing a MyLab product as you will need a <strong>course ID</strong> from them before you can gain access to the system.</p><p>2. Check whether an access card has been included with the book at a reduced cost</p><p>If it has, it will be on the inside back cover of the book.<br/></p><p>3. If you have a <strong>course ID</strong> but no access code, you can benefit from MyMarketingLab at a reduced price by purchasing a pack containing a copy of the book and an access code for MyMarketingLab (ISBN:9781292060422)</p><p>4. If your lecturer is using the MyLab and you would like to purchase the product...</p><p>Go to <a href="http://www.myxxlab.com/" rel="noopener" target="_blank">www.MyMarketingLab.com</a> to buy access to this interactive study programme.</p><p>For educator access, contact your Pearson representative. To find out who your Pearson representative is, visit<a href="http://www.pearsoned.co.uk/replocator" rel="noopener" target="_blank"> www.pearsoned.co.uk/replocator</a></p> 

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

<p><strong><em>For courses in Sales and Personal Selling. </em></strong></p><p>Extensive, real-world applications, carefully integrated with current personal selling concepts.</p><p><strong><em>Selling Today: Partnering to Create Value</em></strong> 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 &ldquo;learn by doing&rdquo; 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 cutting-edge new edition prepares students to succeed as members of a new generation of businesspeople.</p><p><strong><em>For courses in Sales and Personal Selling. </em></strong></p><p>Extensive, real-world applications, carefully integrated with current personal selling concepts.</p><p><strong><em>Selling Today: Partnering to Create Value</em></strong> 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 &ldquo;learn by doing&rdquo; 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 cutting-edge new edition prepares students to succeed as members of a new generation of businesspeople.</p><p><strong>Please note that the product you are purchasing does not include MyMarketingLab. </strong></p><p><strong>MyMarketingLab</strong></p><p>Join over 11 million students benefiting from Pearson MyLabs.</p><p>This title can be supported by MyMarketingLab, an online homework and tutorial system designed to test and build your understanding. Would you like to use the power of MyMarketingLab to accelerate your learning? You need both an access card and a <strong>course ID</strong> to access MyMarketingLab.</p><p>These are the steps you need to take:</p><p>1. Make sure that your lecturer is already using the system</p><p>Ask your lecturer before purchasing a MyLab product as you will need a <strong>course ID</strong> from them before you can gain access to the system.</p><p>2. Check whether an access card has been included with the book at a reduced cost</p><p>If it has, it will be on the inside back cover of the book.<br/></p><p>3. If you have a <strong>course ID</strong> but no access code, you can benefit from MyMarketingLab at a reduced price by purchasing a pack containing a copy of the book and an access code for MyMarketingLab (ISBN:9781292060422)</p><p>4. If your lecturer is using the MyLab and you would like to purchase the product...</p><p>Go to <a href="http://www.myxxlab.com/" rel="noopener" target="_blank">www.MyMarketingLab.com</a> to buy access to this interactive study programme.</p><p>For educator access, contact your Pearson representative. To find out who your Pearson representative is, visit<a href="http://www.pearsoned.co.uk/replocator" rel="noopener" target="_blank"> www.pearsoned.co.uk/replocator</a></p>

<p><b><i>For courses in Sales and Personal Selling. </i></b></p>
<p><b><i>Selling Today: Partnering to Create Value</i></b> 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.</p>
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<b><i>For courses in Sales and Personal Selling. </i></b><p>&nbsp;</p><p>Extensive, real-world applications, carefully integrated with current personal selling concepts.</p><p><b><i>&nbsp;</i></b></p><p><b><i>Selling Today: Partnering to Create Value</i></b> 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 &#8220;learn by doing&#8221; 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 cutting-edge new edition prepares students to succeed as members of a new generation of businesspeople.</p><p><b><i>For courses in Sales and Personal Selling. </i></b></p><p>&nbsp;</p><p>Extensive, real-world applications, carefully integrated with current personal selling concepts.</p><p><b><i>&nbsp;</i></b></p><p><b><i>Selling Today: Partnering to Create Value</i></b> 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 &#8220;learn by doing&#8221; 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 cutting-edge new edition prepares students to succeed as members of a new generation of businesspeople.</p><p>&nbsp;</p><p>&nbsp;</p><p><b>Please note that the product you are purchasing does not include MyMarketingLab. </b></p><p><b>&nbsp;</b></p><p><b></b></p><p><b>MyMarketingLab</b></p><p>&nbsp;</p><p>Join over 11 million students benefiting from Pearson MyLabs.</p><p>This title can be supported by MyMarketingLab, an online homework and tutorial system designed to test and build your understanding. Would you like to use the power of MyMarketingLab to accelerate your learning? You need both an access card and a <b>course ID</b> to access MyMarketingLab.</p><p>&nbsp;</p><p>These are the steps you need to take:</p><p>1. &nbsp;Make sure that your lecturer is already using the system </p><p>Ask your lecturer before purchasing a MyLab product as you will need a <b>course ID</b> from them before you can gain access to the system.</p><p>2. &nbsp;Check whether an access card has been included with the book at a reduced cost </p><p>If it has, it will be on the inside back cover of the book.<br/></p><p>3. If you have a <b>course ID</b> but no access code, you can benefit from MyMarketingLab at a reduced price by purchasing a pack containing a copy of the book and an access code for MyMarketingLab (ISBN:9781292060422)</p><p>4. &nbsp;If your lecturer is using the MyLab and you would like to purchase the product...</p><p>Go to <a href="http://www.myxxlab.com/" target="_blank"><span style="text-decoration:underline">www.MyMarketingLab.com</span></a> to buy access to this interactive study programme.</p><p>&nbsp;</p><p>For educator access, contact your Pearson representative. To find out who your Pearson representative is, visit<a href="http://www.pearsoned.co.uk/replocator" target="_blank"> www.pearsoned.co.uk/replocator</a></p><p>&nbsp;</p><br/><p>&nbsp;</p>

Gerald Manning

Michael Ahearne

Barry L Reece

Selling Today: Partnering to Create Value, Global Edition

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