Selling Today Partnering to Create Value 13th Edition TEST BANK by Manning.
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Resource: TEST BANK.
Content: All the chapters are included.
Authors: Manning, Ahearne, Reece.
Edition: 13th Edition.
Table of Content
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 71
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
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