Selling Today: Creating Customer Value, 7th Canadian Edition

Complete eTextbook Content:
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

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Name: Selling Today: Creating Customer Value, 7th Canadian Edition
Author: Gerald L. Manning, Michael Ahearne, Barry L. Reece, H.F. (Herb) MacKenzie
Edition: 7
ISBN-10: 0133156850
ISBN-13: 978-0133156850
Type: eTextbook

This is a eBook for the actual textbook of Selling Today: Creating Customer Value, 7th Canadian Edition, by Manning, Ahearne, Reece, MacKenzie.

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