Solution Manual for Selling Today: Partnering to Create Value, 6th Canadian Edition, Gerald L. Manning, Michael Ahearne, Barry L. Reece H.F. (Herb) MacKenzie

Solution Manual for Selling Today: Partnering to Create Value, 6th Canadian Edition, Gerald L. Manning, Michael Ahearne, Barry L. Reece, H.F. (Herb) MacKenzie,

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Table of Contents

Part 1 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 2 Developing a Relationship Strategy

Chapter 3   Creating Value with a Relationship Strategy

Chapter 4   Communication Styles: A Key to Adaptive Selling Today

Chapter 5   Ethics: The Foundation for Relationships in Selling

Part 3 Developing a Product Strategy

Chapter 6   Creating Product Solutions

Chapter 7   Product-Selling Strategies That Add Value

Part 4 Developing a Customer Strategy

Chapter 8   The Buying Process and Buyer Behaviour

Chapter 9   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

Appendix 1

Reality Selling Today Role-Play Scenarios