Test Bank for Selling Today Partnering to Create Value, 13E Gerald L. Manning

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 

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