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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 Manning Test 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: 9780133984064 Table of Contents PART I 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 II Developing a Relationship Strategy Chapter 3 Ethics: The Foundation for Relationships that Create Value Chapter 4 Creating Value with a Relationship Strategy Chapter 5 Communication Styles: A Key to Adaptive Selling Today PART III Developing a Product Strategy Chapter 6 Creating Product Solutions Chapter 7 Product-Selling Strategies that Add Value PART IV Developing a Customer Strategy Chapter 8 The Buying Process and Buyer Behaviour Chapter 9 Developing and Qualifying Prospects and Accounts PART V 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 Demonstration Chapter 13 Negotiating Buyer Concerns Chapter 14 Adapting the Close and Confirming the Partnership Chapter 15 Servicing the Sale and Building the Partnership PART VI 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 Scenariosfree sample download
