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Disponibilidad: En existencia
ISBN: 9781292065243
Precio sin IVA:
$ 132.300,00

Edición: 13
Copyright: 2015
Páginas: 728

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Selling Today. Partnering to Create Value: Global Edition (ebook)

By Gerald L Manning, Michael Ahearne, Barry Reece


For courses in Sales and Personal Selling. 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 edition prepares students to succeed as members of a new generation of businesspeople. The full text downloaded to your computer With eBooks you can: search for key concepts, words and phrases make highlights and notes as you study share your notes with friends eBooks are downloaded to your computer and accessible either offline through the Bookshelf (available as a free download), available online and also via the iPad and Android apps. Upon purchase, you'll gain instant access to this eBook. Time limit The eBooks products do not have an expiry date. You will continue to access your digital ebook products whilst you have your Bookshelf installed.

Chapter 1 : Relationship Selling Opportunities in the Information Economy
Chapter 2 : Evolution of Selling Models That Complement the Marketing Concept
Chapter 3 : Ethics: The Foundation for Partnering Relationships That Create Value
Chapter 4 : Creating Value with a Relationship Strategy
Chapter 5 : Communication Styles: A Key to Adaptive Selling Today
Chapter 6 : Creating Product Solutions
Chapter 7 : Product-Selling Strategies That Add Value
Chapter 8 : The Buying Process and Buyer Behavior
Chapter 9 : Developing and Qualifying Prospects and Accounts
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
Partnership Selling: A Role-Play/Simulation
Chapter 15 : Servicing the Sale and Building the Partnership
Chapter 16 : Opportunity Management: The Key to Greater Sales Productivity
Chapter 17 : Management of the Sales Force