Test bank for Selling Today, 12/E 12th Edition : 013325092X

A Decriptive Tet bnk for Selling Tody 12/E By Gerld L. Mnning Michel L. Aherne Brry L. Reece

PART 1 Developing a Personal Selling Philosophy

Chapter 1 Relationship Selling Opportunities in the Information Economy
Chapter 2 Evolution of Selling Models That Complement the Marketing Concept

PART 2 Developing a Relationship Strategy
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

PART 3 Developing a Product Strategy
Chapter 6 Creating Product Solutions
Chapter 7 Product-Selling Strategies That Add Value

PART 4 Developing a Customer Strategy
Chapter 8 The Buying Process and Buyer Behavior
Chapter 9 Developing and Qualifying Prospects and Accounts

PART 5 Developing a Presentation Strategy
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

PART 6 Management of Self and Others
Chapter 16 Opportunity Management: The Key to Greater Sales Productivity
Chapter 17 Management of the Sales Force