Description
Test Bank for Selling Today: Creating Customer Value 7th Canadian Edition Manning
Test Bank for Selling Today: Creating Customer Value, 7th Canadian Edition, Gerald L. Manning, Michael L. Ahearne, Barry L. Reece, H.F. (Herb) MacKenzie, ISBN-10: 0133984060, ISBN-13: 9780133984064
Table of Contents
PART I Developing a Personal Selling Philosophy
Chapter 1 Relationship Selling Opportunities in the Information Economy
Chapter 2 Evolution of Selling Models that Complement the Marketing Concept
PART II Developing a Relationship Strategy
Chapter 3 Ethics: The Foundation for Relationships that Create Value
Chapter 4 Creating Value with a Relationship Strategy
Chapter 5 Communication Styles: A Key to Adaptive Selling Today
PART III Developing a Product Strategy
Chapter 6 Creating Product Solutions
Chapter 7 Product-Selling Strategies that Add Value
PART IV Developing a Customer Strategy
Chapter 8 The Buying Process and Buyer Behaviour
Chapter 9 Developing and Qualifying Prospects and Accounts
PART V Developing a Presentation Strategy
Chapter 10 Approaching the Customer with Adaptive Selling
Chapter 11 Determining Customer Needs with a Consultative Questioning Strategy
Chapter 12 Creating Value with the Consultative Demonstration
Chapter 13 Negotiating Buyer Concerns
Chapter 14 Adapting the Close and Confirming the Partnership
Chapter 15 Servicing the Sale and Building the Partnership
PART VI Management of Self and Others
Chapter 16 Opportunity Management: The Key to Greater Sales Productivity
Chapter 17 Management of the Sales Force
Appendix 1 Reality Selling Today Role-Play Scenarios
