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Complete downloadable Test Bank for Selling Today 11th Edition by Manning. INSTRUCTOR RESOURCE INFORMATION
TITLE: Selling Today
RESOURCE:Test Bank
EDITION: 11th Edition
AUTHOR: Manning, Reece, Ahearne
PUBLISHER: Pearson
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. COMMUNICATION STYLES: A KEY TO ADAPTIVE SELLING
5. ETHICS: THE FOUNDATION FOR RELATIONSHIPS IN SELLING
6. CREATING PRODUCT SOLUTIONS
7. PRODUCT-SELLING STRATEGIES THAT ADD VALUE
10. APPROACHING THE CUSTOMER
11. CREATING THE CONSULTATIVE SALES PRESENTATION
12. CREATING VALUE WITH THE SALES DEMONSTRATION
13. NEGOTIATING BUYER CONCERNS
14. CLOSING THE SALE AND CONFIRMING THE PARTNERSHIP
15. SERVICING THE SALE AND BUILDING THE PARTNERSHIP
16. OPPORTUNITY MANAGEMENT: THE KEY TO GREATER SALES PRODUCTIVITY
17. MANAGEMENT OF THE SALES FORCE Appendices
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