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Complete downloadable Test Bank for Selling Today Creating Customer Value Sixth Canadian Edition 6th Edition by Manning. INSTRUCTOR RESOURCE INFORMATION
TITLE: Selling Today Creating Customer Value Sixth Canadian Edition
RESOURCE:Test Bank
EDITION: 6th Edition
AUTHOR: Manning, Reece, Ahearne, MacKenzie
PUBLISHER: Pearson
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 Creating Value with a Relationship Strategy
Chapter 4 Communication Styles: A Key to Adaptive Selling Today
Chapter 5 Ethics: The Foundation for Relationships in Selling
Chapter 6 Creating Product Solutions
Chapter 7 Product-Selling Strategies That Add Value
Chapter 8 The Buying Process and Buyer Behaviour
Chapter 9 Developing and Qualifying a Prospect Base
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 Appendix
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