Selling Today Partnering to Create Value, 13E Gerald L. Manning test bank
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
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