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Selling Today, CourseSmart eTextbook, 12th Edition

By Gerald L. Manning, Michael Ahearne, Barry L. Reece

Published by Prentice Hall

Published Date: Jan 24, 2011

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For courses in Sales and Personal Selling.


A hands-on approach to the sales skills students need in order to create and deliver superior value to customers.


In today’s consumer-focused business world, professional sales skills are an important asset for students to have. To help students enhance these skills, Selling Today: Partnering to Create Valueprovides current academic topics along with extensive opportunities for application. 


The new edition provides an up-to-date and cutting-edge treatment of the field, and incorporates more “learn by doing” materials to equip students with hands-on experience.  

Table of Contents

Chapter 1. Relationship Selling Opportunities in the Information Economy

Chapter 2. Evolution of Selling Models that Complement the Marketing Concept

Chapter 3. Developing a Relationship Strategy

Chapter 4. Communication Styles: A Key to Adaptive Selling Today

Chapter 5. Ethics: The Foundation for Relationships in Selling

Chapter 6. Developing a Product Strategy

Chapter 7. Product-Selling Strategies that Add Value

Chapter 8. The Buying Process and Buyer Behavior         

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. Management of Self and Others

Chapter 17. Management of the Sales Force

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Selling Today, CourseSmart eTextbook, 12th Edition
Format: Safari Book

$109.99 | ISBN-13: 978-0-13-210988-8