Description
Selling Today Partnering to Create Value 15th Edition Ahearne (Test Bank)
Test Bank for Selling Today Partnering to Create Value, 15th Edition, Michael Ahearne, Gerald Manning, ISBN-13: 9780137962907
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 ThatAdd 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 withAdaptive 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
APPENDICES
1. Reality Selling Today Role Plays and Video Scenarios
2. NewNet Systems RegionalAccounts Management Case Study
3. Partnership Selling Role Play
