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Complete downloadable Test Bank for Selling Today 10th Edition by Manning. INSTRUCTOR RESOURCE INFORMATION
TITLE: Selling Today
RESOURCE:Test Bank
EDITION: 10th Edition
AUTHOR: Manning, Reece
PUBLISHER: PB0
Table of content
1. Personal Selling and the Marketing Concept.
2. Personal Selling Opportunities in the Age of Information.
3. Creating Value with a Relationship Strategy.
4. Ethics-The Foundation for Relationships in Selling.
5. Creating Product Solutions.
6. Product-Selling Strategies that Add Value.
7. Understanding Buyer Behavior.
8. Developing a Prospect Base.
9. Approaching the Customer.
10. Creating the Consultative Sales Presentation.
11. Custom Fitting the Sales Demonstration.
12. Negotiating Buyer Concerns.
13. Closing the Sale and Confirming the Partnership.
14. Servicing the Sale and Building the Partnership.
15. Management of Self: The Key to Greater Sales Productivity.
16. Communication Styles: Managing the Relationship Process.
17. Management of the Sales Force.
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