Selling Today by Michael Ahearne and Barry Reece Gerald L. Manning- Bookswagon UAE
Home > General > Selling Today
Selling Today

Selling Today


     4.4  |  8 Reviews 
5
4
3
2
1



Available


About the Book

Selling Today: Partnering to Create Value, 13e,helps students understand the value of developing their personal selling skills by exposing them to a careful integration of personal selling academic theory and real-world applications. And with the largest number of “learn by doing” materials available in any personal selling text, Manning/Ahearne/Reece offers instructors a variety of teaching tools to strengthen the learning process. As the developed nations of the world transition from a production focus to a sales-and-service focus, this cutting-edge new edition prepares students to succeed as members of a new generation of businesspeople.
New to this Edition:

1) New Chapter 11: Determining Customer Needs with a Consultative Questioning Strategy—with Accompanying Video: Highlighted in this chapter is the importance of discovering customer needs and configuring value-added product solutions to meet those needs. A professionally produced training video complements these research findings and illustrates the use of questions in a consultative selling setting.
2) Greater Emphasis on Ethical Selling: Ethical selling is highlighted, as Chapter 3, “Ethics, The Foundation for Relationships in Selling,” has been totally revised and updated. Moved up to Chapter 3 from Chapter 5 in the 13th edition to address the many ethical lapses existing in the business world, this new material emphasizes the need for a highly ethical interaction with customers as the starting point of all relationship development, if one is to build long-term, partnering style selling relationships. Moreover, a new ethics assessment has been added to the end of the chapter and new 13th-edition text models are used to highlight an emphasis on ethical selling.
3) New Regional Accounts Management Simulation: For the first time in a personal selling text book, students are exposed to the strategic sales-planning responsibilities associated with multiple account managers. Appendix 2 features the challenges and responsibilites of a regional account manager selling to 20 accounts with a projected total sales of $1.8 million. Training future salespeople on these planning responsibilities is extremely important as the demand for account managers in today’s businesses is burgeoning.
4) Changed Material Related to Salesforce.com Software: It was discovered in the 12e that some challenges existed with logging on to the Selling Today/Salesforce.com website. We also found challenges with completing a few of the exercises and recognized that inherent problems accompanied the roll-out of the software. Based on instructor feedback, we have revised the Salesforce.com offering. We now introduce the use of popular CRM systems such as Salesforce.com, NetSuite, Siebel and Sugar CRM in Chapter 1 through our popular boxed inserts. Students learn about all the major CRM companies and are invited to visit their websites for additional information. Then in Chapter 2, we provide students instructions for the use of a 30-day free trial as well as access to training videos for the Salesforce.com CRM software. Additional CRM boxed inserts appear throughout the text on how salespeople apply customer relationship management software to improve their partnering strategies.
5) Revised Popular Appendix 3 Role-Play/Simulation: This revision includes converting the 12e urban hotel to a new exciting 13e luxury beachfront resort and convention center.
6) A new highly interactive simulated website has also been added in the 13e for use in student sales presentations. This edition of Selling Today is the only textbook that provides student exposure and experience to role-playing the entire consultative sales process from acquiring easy-to-learn product knowledge, initial building of sales relationships, discovering customer needs, and creating and delivering a technology-rich sales presentation. Appendix 3 is a perfect fit for both in-class or online courses. Serving as an excellent capstone experience, students develop the critical skills needed to apply relationship, product, customer, and presentation strategies.
7) New Study Guides: These are added to maximize student learning when viewing both the Reality Selling Today and Adaptive Selling Today videos. With more video support than any text on the market, these new study guides ensure in-depth student learning. 8) New Boxed Inserts: These new inserts are under the titles of “Global Business Insight” and “Social Media and Selling Today,” describing important cultural and economic differences for selling internationally as well as new challenges and strategies for utilizing social media in selling in today’s information-driven business world.
9) Latest Research and Trends from Academic Journals and Trade R

About the Author

Gerald L. Manning, Des Moines Area Community College; Michael Ahearne; and Barry Reece


Best Sellers



Product Details
  • ISBN-13: 9789332574137
  • Publisher: Pearson Education
  • Binding: Paperback
  • Height: 254 mm
  • No of Pages: 560
  • Width: 203 mm
  • ISBN-10: 9332574138
  • Publisher Date: June-2016
  • Edition: 13
  • Language: English
  • Weight: 1780 gr

Related Categories

Similar Products

Add Photo
Add Photo

Customer Reviews

     4.4  |  8 Reviews 
out of (%) reviewers recommend this product
Top Reviews
Rating Snapshot
Select a row below to filter reviews.
5
4
3
2
1
Average Customer Ratings
     4.4  |  8 Reviews 
00 of 0 Reviews
Sort by :
Active Filters

00 of 0 Reviews
SEARCH RESULTS
1–2 of 2 Reviews
    BoxerLover2 - 5 Days ago
    A Thrilling But Totally Believable Murder Mystery

    Read this in one evening. I had planned to do other things with my day, but it was impossible to put down. Every time I tried, I was drawn back to it in less than 5 minutes. I sobbed my eyes out the entire last 100 pages. Highly recommend!

    BoxerLover2 - 5 Days ago
    A Thrilling But Totally Believable Murder Mystery

    Read this in one evening. I had planned to do other things with my day, but it was impossible to put down. Every time I tried, I was drawn back to it in less than 5 minutes. I sobbed my eyes out the entire last 100 pages. Highly recommend!


Sample text
Photo of
    Media Viewer

    Sample text
    Reviews
    Reader Type:
    BoxerLover2
    00 of 0 review

    Your review was submitted!
    Selling Today
    Pearson Education -
    Selling Today
    Writing guidlines
    We want to publish your review, so please:
    • keep your review on the product. Review's that defame author's character will be rejected.
    • Keep your review focused on the product.
    • Avoid writing about customer service. contact us instead if you have issue requiring immediate attention.
    • Refrain from mentioning competitors or the specific price you paid for the product.
    • Do not include any personally identifiable information, such as full names.

    Selling Today

    Required fields are marked with *

    Review Title*
    Review
      Add Photo Add up to 6 photos
      Would you recommend this product to a friend?
      Tag this Book Read more
      Does your review contain spoilers?
      What type of reader best describes you?
      I agree to the terms & conditions
      You may receive emails regarding this submission. Any emails will include the ability to opt-out of future communications.

      CUSTOMER RATINGS AND REVIEWS AND QUESTIONS AND ANSWERS TERMS OF USE

      These Terms of Use govern your conduct associated with the Customer Ratings and Reviews and/or Questions and Answers service offered by Bookswagon (the "CRR Service").


      By submitting any content to Bookswagon, you guarantee that:
      • You are the sole author and owner of the intellectual property rights in the content;
      • All "moral rights" that you may have in such content have been voluntarily waived by you;
      • All content that you post is accurate;
      • You are at least 13 years old;
      • Use of the content you supply does not violate these Terms of Use and will not cause injury to any person or entity.
      You further agree that you may not submit any content:
      • That is known by you to be false, inaccurate or misleading;
      • That infringes any third party's copyright, patent, trademark, trade secret or other proprietary rights or rights of publicity or privacy;
      • That violates any law, statute, ordinance or regulation (including, but not limited to, those governing, consumer protection, unfair competition, anti-discrimination or false advertising);
      • That is, or may reasonably be considered to be, defamatory, libelous, hateful, racially or religiously biased or offensive, unlawfully threatening or unlawfully harassing to any individual, partnership or corporation;
      • For which you were compensated or granted any consideration by any unapproved third party;
      • That includes any information that references other websites, addresses, email addresses, contact information or phone numbers;
      • That contains any computer viruses, worms or other potentially damaging computer programs or files.
      You agree to indemnify and hold Bookswagon (and its officers, directors, agents, subsidiaries, joint ventures, employees and third-party service providers, including but not limited to Bazaarvoice, Inc.), harmless from all claims, demands, and damages (actual and consequential) of every kind and nature, known and unknown including reasonable attorneys' fees, arising out of a breach of your representations and warranties set forth above, or your violation of any law or the rights of a third party.


      For any content that you submit, you grant Bookswagon a perpetual, irrevocable, royalty-free, transferable right and license to use, copy, modify, delete in its entirety, adapt, publish, translate, create derivative works from and/or sell, transfer, and/or distribute such content and/or incorporate such content into any form, medium or technology throughout the world without compensation to you. Additionally,  Bookswagon may transfer or share any personal information that you submit with its third-party service providers, including but not limited to Bazaarvoice, Inc. in accordance with  Privacy Policy


      All content that you submit may be used at Bookswagon's sole discretion. Bookswagon reserves the right to change, condense, withhold publication, remove or delete any content on Bookswagon's website that Bookswagon deems, in its sole discretion, to violate the content guidelines or any other provision of these Terms of Use.  Bookswagon does not guarantee that you will have any recourse through Bookswagon to edit or delete any content you have submitted. Ratings and written comments are generally posted within two to four business days. However, Bookswagon reserves the right to remove or to refuse to post any submission to the extent authorized by law. You acknowledge that you, not Bookswagon, are responsible for the contents of your submission. None of the content that you submit shall be subject to any obligation of confidence on the part of Bookswagon, its agents, subsidiaries, affiliates, partners or third party service providers (including but not limited to Bazaarvoice, Inc.)and their respective directors, officers and employees.

      Accept

      New Arrivals



      Inspired by your browsing history


      Your review has been submitted!

      You've already reviewed this product!