Test Bank (Complete Download) for Selling Today: Partnering to Create Value, 6th Canadian Edition, Gerald L. Manning, Michael Ahearne, Barry L. Reece, H.F. (Herb) MacKenzie, ISBN-10: 0132865130, ISBN-13: 9780132865135, Instantly Downloadable Test Bank, Complete (ALL CHAPTERS) TestBank
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Table of Contents
Part 1 Developing a Personal Selling Philosophy
Chapter 1Â Â Relationship Selling Opportunities in the Information Economy
Chapter 2Â Â Evolution of Selling Models That Complement the Marketing Concept
Part 2 Developing a Relationship Strategy
Chapter 3Â Â Creating Value with a Relationship Strategy
Chapter 4Â Â Communication Styles: A Key to Adaptive Selling Today
Chapter 5Â Â Ethics: The Foundation for Relationships in Selling
Part 3 Developing a Product Strategy
Chapter 6Â Â Creating Product Solutions
Chapter 7Â Â Product-Selling Strategies That Add Value
Part 4 Developing a Customer Strategy
Chapter 8Â Â The Buying Process and Buyer Behaviour
Chapter 9Â Â Developing and Qualifying a Prospect Base
Part 5 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 Presentation
Chapter 13 Negotiating Buyer Concerns
Chapter 14 Adapting the Close and Confirming the Partnership
Chapter 15 Servicing the Sale and Building the Partnership
Part 6 Management of Self and Others
Chapter 16 Opportunity Management: The Key to Greater Sales Productivity
Chapter 17 Management of the Sales Force
Reality Selling Today Role-Play Scenarios