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For courses in Sales and Personal Selling.
Extensive, real-world applications, carefully integrated with current personal selling concepts.
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 cutting-edge new edition prepares students to succeed as members of a new generation of businesspeople.
For courses in Sales and Personal Selling.
Extensive, real-world applications, carefully integrated with current personal selling concepts.
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 cutting-edge new edition prepares students to succeed as members of a new generation of businesspeople.
Features + Benefits
Help Students Apply Concepts
Reality Selling Today Videos and Role-Play Scenarios: The Reality Selling Today Videos–which feature eleven role-play scenarios–allow students to assume the role of a salesperson in selling scenarios that are relevant in today’s competitive environment.
The Knowing-Doing Gap: By having students participate in the comprehensive role-play/simulation featured in Appendix 3, this text helps close the gap between knowing and doing. In this appendix, students assume the role of a new sales trainee, employed by the Park Inn International Convention Center. Serving as an excellent capstone experience, students develop the critical skills needed to apply relationship, product, customer, and presentation strategies.
Show the concepts in action: The Adaptive Selling Today Training Video Series. New to the twelfth edition is another professionally produced Adaptive Selling Today Training Video titled “Negotiations, Solving the Tough Problems.” Specifically based on the principles presented in the text, these four professionally produced videos present important selling considerations spanning the entire sales process, including:
The importance of relationship building (Chapter 4)
Using a questioning strategy to determine customer needs (Chapter 11)
Negotiations that result in win-win solutions to tough problems (Chapter 12)
Questions used to close the sale (Chapter 13)
In addition to the chapter 4 relationship building video titled “Communication Styles a Key to Adaptive Selling” Selling Today is the only text to provide a comprehensive online, adaptive communication/behavioral style assessment, available to users of the text.
Social Media and Selling Today Boxes: These new boxes show students how social media is used by today’s sales organizations and individual salespeople.
The Evolution of Contemporary Sales Techniques that Complement the Marketing Concept: Students may think sales is intuitive—not realizing that there are strategies they need to learn in order to solve complex customer buying problems and build long-term partnerships. This edition carefully outlines the progression of relationship-building sales techniques in each chapter, building students’ understanding and skills throughout the course.
New Chapter 11: Determining Customer Needs with a Consultative Questioning Strategy–with Accompanying Video: Highlighted in this chapter is the importance of discovering customer needs and configuring value-added product solutions to meet those needs. A professionally produced training video complements these research findings and illustrates the use of questions in a consultative selling setting.
Reconfigured Salesforce.com Exercises: The bestselling salesforce.com software–offered with the twelfth edition of Selling Today–has been totally re-configured and customized to fit the simulated SimNet Systems Company featured in the Case Study and Application Exercises. Additionally, the newly configured software replicates and re-enforces the consultative, adaptive, and partnering style of selling that is featured throughout this text.
Preface xix
Acknowledgments xxvii
About the Authors xxxi
PART 1 Developing a Personal Selling Philosophy 3
Chapter 1 Relationship Selling Opportunities in the Information
Economy 4
Chapter 2 Evolution of Selling Models That Complement the Marketing
Concept 29
PART 2 Developing a Relationship Strategy 47
Chapter 3 Ethics: The Foundation for Partnering Relationships That Create
Value 48
Chapter 4 Creating Value with a Relationship Strategy 71
Chapter 5 Communication Styles: A Key to Adaptive Selling Today 89
PART 3 Developing a Product Strategy 113
Chapter 6 Creating Product Solutions 114
Chapter 7 Product-Selling Strategies That Add Value 132
PART 4 Developing a Customer Strategy 151
Chapter 8 The Buying Process and Buyer Behavior 152
Chapter 9 Developing and Qualifying Prospects and Accounts 172
PART 5 Developing a Presentation Strategy 199
Chapter 10 Approaching the Customer with Adaptive Selling 200
Chapter 11 Determining Customer Needs with a Consultative Questioning
Strategy 223
Chapter 12 Creating Value with the Consultative Presentation 247
Chapter 13 Negotiating Buyer Concerns 271
Chapter 14 Adapting the Close and Confirming the Partnership 293
Chapter 15 Servicing the Sale and Building the Partnership 311
PART 6 Management of Self and Others 331
Chapter 16 Opportunity Management: The Key to Greater Sales
Productivity 332
Chapter 17 Management of the Sales Force 350
Appendix 1 Selling Today: Partnering to Create Value–Training Videos 369
Appendix 2 Regional Accounts Management Case Study 393
Appendix 3 Partnership Selling: A Role-Play/Simulation for Selling Today 417
Endnotes 485
Glossary 503
Name Index 509
Subject Index 513
For courses in Sales and Personal Selling.
Extensive, real-world applications, carefully integrated with current personal selling concepts.
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 cutting-edge new edition prepares students to succeed as members of a new generation of businesspeople.
For courses in Sales and Personal Selling.
Extensive, real-world applications, carefully integrated with current personal selling concepts.
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 cutting-edge new edition prepares students to succeed as members of a new generation of businesspeople.
Please note that the product you are purchasing does not include MyMarketingLab.
MyMarketingLab
Join over 11 million students benefiting from Pearson MyLabs.
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 course ID to access MyMarketingLab.
These are the steps you need to take:
1. Make sure that your lecturer is already using the system
Ask your lecturer before purchasing a MyLab product as you will need a course ID from them before you can gain access to the system.
2. Check whether an access card has been included with the book at a reduced cost
If it has, it will be on the inside back cover of the book.
3. If you have a course ID 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)
4. If your lecturer is using the MyLab and you would like to purchase the product...
Go to www.MyMarketingLab.com to buy access to this interactive study programme.
For educator access, contact your Pearson representative. To find out who your Pearson representative is, visit www.pearsoned.co.uk/replocator
Extensive, real-world applications, carefully integrated with current personal selling concepts.
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 cutting-edge new edition prepares students to succeed as members of a new generation of businesspeople.
For courses in Sales and Personal Selling.
Extensive, real-world applications, carefully integrated with current personal selling concepts.
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 cutting-edge new edition prepares students to succeed as members of a new generation of businesspeople.
Features + Benefits
Help Students Apply Concepts
Reality Selling Today Videos and Role-Play Scenarios: The Reality Selling Today Videos–which feature eleven role-play scenarios–allow students to assume the role of a salesperson in selling scenarios that are relevant in today’s competitive environment.
The Knowing-Doing Gap: By having students participate in the comprehensive role-play/simulation featured in Appendix 3, this text helps close the gap between knowing and doing. In this appendix, students assume the role of a new sales trainee, employed by the Park Inn International Convention Center. Serving as an excellent capstone experience, students develop the critical skills needed to apply relationship, product, customer, and presentation strategies.
Show the concepts in action: The Adaptive Selling Today Training Video Series. New to the twelfth edition is another professionally produced Adaptive Selling Today Training Video titled “Negotiations, Solving the Tough Problems.” Specifically based on the principles presented in the text, these four professionally produced videos present important selling considerations spanning the entire sales process, including:
The importance of relationship building (Chapter 4)
Using a questioning strategy to determine customer needs (Chapter 11)
Negotiations that result in win-win solutions to tough problems (Chapter 12)
Questions used to close the sale (Chapter 13)
In addition to the chapter 4 relationship building video titled “Communication Styles a Key to Adaptive Selling” Selling Today is the only text to provide a comprehensive online, adaptive communication/behavioral style assessment, available to users of the text.
Social Media and Selling Today Boxes: These new boxes show students how social media is used by today’s sales organizations and individual salespeople.
The Evolution of Contemporary Sales Techniques that Complement the Marketing Concept: Students may think sales is intuitive—not realizing that there are strategies they need to learn in order to solve complex customer buying problems and build long-term partnerships. This edition carefully outlines the progression of relationship-building sales techniques in each chapter, building students’ understanding and skills throughout the course.
New Chapter 11: Determining Customer Needs with a Consultative Questioning Strategy–with Accompanying Video: Highlighted in this chapter is the importance of discovering customer needs and configuring value-added product solutions to meet those needs. A professionally produced training video complements these research findings and illustrates the use of questions in a consultative selling setting.
Reconfigured Salesforce.com Exercises: The bestselling salesforce.com software–offered with the twelfth edition of Selling Today–has been totally re-configured and customized to fit the simulated SimNet Systems Company featured in the Case Study and Application Exercises. Additionally, the newly configured software replicates and re-enforces the consultative, adaptive, and partnering style of selling that is featured throughout this text.
Preface xix
Acknowledgments xxvii
About the Authors xxxi
PART 1 Developing a Personal Selling Philosophy 3
Chapter 1 Relationship Selling Opportunities in the Information
Economy 4
Chapter 2 Evolution of Selling Models That Complement the Marketing
Concept 29
PART 2 Developing a Relationship Strategy 47
Chapter 3 Ethics: The Foundation for Partnering Relationships That Create
Value 48
Chapter 4 Creating Value with a Relationship Strategy 71
Chapter 5 Communication Styles: A Key to Adaptive Selling Today 89
PART 3 Developing a Product Strategy 113
Chapter 6 Creating Product Solutions 114
Chapter 7 Product-Selling Strategies That Add Value 132
PART 4 Developing a Customer Strategy 151
Chapter 8 The Buying Process and Buyer Behavior 152
Chapter 9 Developing and Qualifying Prospects and Accounts 172
PART 5 Developing a Presentation Strategy 199
Chapter 10 Approaching the Customer with Adaptive Selling 200
Chapter 11 Determining Customer Needs with a Consultative Questioning
Strategy 223
Chapter 12 Creating Value with the Consultative Presentation 247
Chapter 13 Negotiating Buyer Concerns 271
Chapter 14 Adapting the Close and Confirming the Partnership 293
Chapter 15 Servicing the Sale and Building the Partnership 311
PART 6 Management of Self and Others 331
Chapter 16 Opportunity Management: The Key to Greater Sales
Productivity 332
Chapter 17 Management of the Sales Force 350
Appendix 1 Selling Today: Partnering to Create Value–Training Videos 369
Appendix 2 Regional Accounts Management Case Study 393
Appendix 3 Partnership Selling: A Role-Play/Simulation for Selling Today 417
Endnotes 485
Glossary 503
Name Index 509
Subject Index 513
For courses in Sales and Personal Selling.
Extensive, real-world applications, carefully integrated with current personal selling concepts.
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 cutting-edge new edition prepares students to succeed as members of a new generation of businesspeople.
For courses in Sales and Personal Selling.
Extensive, real-world applications, carefully integrated with current personal selling concepts.
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 cutting-edge new edition prepares students to succeed as members of a new generation of businesspeople.
Please note that the product you are purchasing does not include MyMarketingLab.
MyMarketingLab
Join over 11 million students benefiting from Pearson MyLabs.
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 course ID to access MyMarketingLab.
These are the steps you need to take:
1. Make sure that your lecturer is already using the system
Ask your lecturer before purchasing a MyLab product as you will need a course ID from them before you can gain access to the system.
2. Check whether an access card has been included with the book at a reduced cost
If it has, it will be on the inside back cover of the book.
3. If you have a course ID 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)
4. If your lecturer is using the MyLab and you would like to purchase the product...
Go to www.MyMarketingLab.com to buy access to this interactive study programme.
For educator access, contact your Pearson representative. To find out who your Pearson representative is, visit www.pearsoned.co.uk/replocator