Utilize cutting-edge personal selling techniques to navigate the information revolution era

Selling Today: Partnering to Create Value helps you understand the value of developing personal selling skills by exposing you to a personal selling academic theory, role play scenarios, and real¿-world applications and ethical dilemmas. With the largest number of “learn by doing” materials available in any personal selling text, the 14th Edition offers tools to strengthen your 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 you to succeed as a member of a new generation of businesspeople.                              

 MyLab Marketing

MyLab™ Marketing is an online homework, tutorial, and assessment program designed to work with this text to engage students and improve results. Within its structured environment, you practice what you learn, test your understanding, and pursue a personalized study plan that helps you better absorb course material and understand difficult concepts.

For courses in Sales and Personal Selling.

Utilize cutting-edge personal selling techniques to navigate the information revolution era                                                       

Selling Today: Partnering to Create Value helps students understand the value of developing personal selling skills by exposing them to a personal selling academic theory, role play scenarios, and real¿-world applications and ethical dilemmas. With the largest number of “learn by doing” materials available in any personal selling text, the 14th Edition offers instructors teaching tools to strengthen the student 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.                                               

MyLab Marketing

MyLab™ Marketing is an online homework, tutorial, and assessment program designed to work with this text to engage students and improve results. Within its structured environment, students practice what they learn, test their understanding, and pursue a personalized study plan that helps them better absorb course material and understand difficult concepts.

Part 1: Developing a Personal Selling Philosophy

1. Relationship Selling Opportunities in the Information Economy

2. Evolution of Selling Models That Complement the Marketing Concept

Part 2: Developing a Relationship Strategy

3. Ethics: The Foundation for Partnering Relationships That Create Value

4. Creating Value with a Relationship Strategy

5. Communication Styles: A Key to Adaptive Selling Today

Part 3: Developing a Product Strategy

6. Creating Product Solutions

7. Product-Selling Strategies That Add Value

Part 4: Developing a Customer Strategy

8. The Buying Process and Buyer Behavior

9. Developing and Qualifying Prospects and Accounts

Part 5: Developing a Presentation Strategy

10. Approaching the Customer with Adaptive Selling

11. Determining Customer Needs with a Consultative Questioning Strategy

12. Creating Value with the Consultative Presentation

13. Negotiating Buyer Concerns

14. Adapting the Close and Confirming the Partnership

15. Servicing the Sale and Building the Partnership

Part 6: Management of Self and Others

16. Opportunity Management: The Key to Greater Sales Productivity

17. Management of the Sales Force

Appendix 1: Reality Selling Today Role Plays and Video Scenarios

Appendix 2: CRM Reports

Appendix 3: Selling Today