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Test Bank for Selling Today: Creating Customer Value 7th Canadian Edition Manning
Test Bank for Selling Today: Creating Customer Value 7th Canadian Edition ManningTest Bank (Download Online) for Selling Today: Creating Customer Value, 7th Canadian Edition, Gerald L. Manning, Michael Ahearne, Barry L. Reece, H.F. (Herb) MacKenzie, ISBN-10: 0133984060, ISBN-13: 9780133984064Test Bank for Selling Today: Creating Customer Value 7th Canadian Edition ManningTest Bank for Selling Today: Creating Customer Value, 7th Canadian Edition, Gerald L. Manning, Michael Ahearne, Barry L. Reece, H.F. (Herb) MacKenzie, ISBN-10: 0133984060, ISBN-13: 9780133984064Table of ContentsPART I Developing a Personal Selling PhilosophyChapter 1 Relationship Selling Opportunities in the Information EconomyChapter 2 Evolution of Selling Models that Complement the Marketing ConceptPART II Developing a Relationship StrategyChapter 3 Ethics: The Foundation for Relationships that Create ValueChapter 4 Creating Value with a Relationship StrategyChapter 5 Communication Styles: A Key to Adaptive Selling TodayPART III Developing a Product StrategyChapter 6 Creating Product SolutionsChapter 7 Product-Selling Strategies that Add ValuePART IV Developing a Customer StrategyChapter 8 The Buying Process and Buyer BehaviourChapter 9 Developing and Qualifying Prospects and AccountsPART V Developing a Presentation StrategyChapter 10 Approaching the Customer with Adaptive SellingChapter 11 Determining Customer Needs with a Consultative Questioning StrategyChapter 12 Creating Value with the Consultative DemonstrationChapter 13 Negotiating Buyer ConcernsChapter 14 Adapting the Close and Confirming the PartnershipChapter 15 Servicing the Sale and Building the PartnershipPART VI Management of Self and OthersChapter 16 Opportunity Management: The Key to Greater Sales ProductivityChapter 17 Management of the Sales ForceAppendix 1 Reality Selling Today Role-Play Scenariosfree sample download