Test bank Solutions for Selling Today Creating Customer Value 5th Canadian Edition by Manning ISBN 013509559X 9780135095591 INSTRUCTOR TEST BANK SOLUTIONS VERSION
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Table of Contants
Part 1 – Developing a Personal Selling Philosophy
1 Personal Selling and the Marketing Concept
2 Personal Selling Opportunities in the Age of Information
Part 2 – Developing a Relationship Strategy
3 Creating Value with a Relationship Strategy
4 Communication Styles: A Key to Adaptive Selling
5 Ethics: The Foundation for Relationships in Business
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 Behaviour
9 Developing and Qualifying a Product Base
Part 5 – Developing a Presentation Strategy
10 Approaching the Customer with Adaptive Selling
11 Creating the Consultative Sales Presentation
12 Creating Value with the Sales Demonstration
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 Play Scenarios
Appendix 2 Use of Customer Relationship Management (CRM) Salesforce.com System