Test Bank for Selling Today: Partnering to Create Value, 14th Edition Gerald L. Manning

Test Bank for Selling Today: Partnering to Create Value, 14th Edition, Gerald L. Manning,

Table of Contents

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