Selling Today: Partnering to Create Value

Extensive, real-world applications, carefully integrated with current personal selling concepts.



Selling Today: Partnering to Create Value 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.


Features
For courses in Sales and Personal Selling.



Extensive, real-world applications, carefully integrated with current personal selling concepts.



Selling Today: Partnering to Create Value 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! Highlight Cutting-Edge Relationship Selling Concepts :

The Evolution of Contemporary Sales Techniques that Complement the Marketing Concept. Students may think sales is intuitive–not realizing that there are strategies they need to learn in order to solve complex customer buying problems and build long-term partnerships. This edition carefully outlines the progression of relationship-building sales techniques in each chapter, building students’ understanding and skills throughout the course.
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.
Reconfigured Salesforce.com Exercises. The bestselling salesforce.com software—offered with the twelfth edition of Selling Today—has been totally re-configured and customized to fit the simulated SimNet Systems Company featured in the Case Study and Application Exercises. Additionally, the newly configured software replicates and re-enforces the consultative, adaptive, and partnering style of selling that is featured throughout this text.
Social Media and Selling Today Boxes. These new boxes show students how social media is used by today’s sales organizations and individual salespeople.

Learn by doing:

Reality Selling Today Videos and Role-Play Scenarios. The Reality Selling Today Videos—which feature eleven role-play scenarios—allow students to assume the role of a salesperson in selling scenarios that are relevant in today’s competitive environment.
The Knowing-Doing Gap. By having students participate in the comprehensive role-play/simulation featured in Appendix 3, this text helps close the gap between knowing and doing. In this appendix, students assume the role of a new sales trainee, employed by the Park Inn International Convention Center. Serving as an excellent capstone experience, students develop the critical skills needed to apply relationship, product, customer, and presentation strategies.


Show the concepts in action: The Adaptive Selling Today Training Video Series. New to the twelfth edition is another professionally produced Adaptive Selling Today Training Video titled “Negotiations, Solving the Tough Problems.” Specifically based on the principles presented in the text, these four professionally produced videos present important selling considerations spanning the entire sales process, including:

The importance of relationship building (Chapter 4)
Using a questioning strategy to determine customer needs (Chapter 11)
Negotiations that result in win-win solutions to tough problems (Chapter 12)
Questions used to close the sale (Chapter 13)



In addition to the chapter 4 relationship building video titled “Communication Styles a Key to Adaptive Selling” Selling Today is the only text to provide a comprehensive online, adaptive communication/behavioral style assessment, available to users of the text.



Get students to think through ethical dilemmas: Extensive Ethics Coverage.

The ethics approach in this text is broken down to three aspects:

An entire chapter devoted to ethics—Chapter 5: Ethics: The Foundation of Relationships in Selling—which provides a contemporary examination of ethical considerations in selling.
Discussions of ethical issues, which are woven through select chapters.
An exciting business game entitled Gray Issues—Ethical Decision-Making in Personal Selling. Participation in this game provides students with an introduction to a range of real-life ethical dilemmas, and it stimulates in-depth thinking about the ethical consequences of their decisions and actions.

Provide students with the power of practice: mymarketinglab. mymarketinglab—Pearson’s online tutorial and assessment platform—gives students the opportunity to test themselves on key concepts and skills, track their own progress through the course, and use the personalized Study Plan activities. Highlights include:

Personalized Study Plans—Made up of the pre and posttests, the Study Plan includes remediation activities to help students understand and apply the concepts where they need the most help.
Reality Selling Today and Adaptive Video Series—In each of these video clips, see how recent college graduates are using their selling skills in a variety of sales careers. Five of these video clips are brand new to the twelfth edition.




New To This Edition
NEW! Selling on the cutting-edge:

The Evolution of Different Sales Techniques. Students may think that sales is intuitive and not realize that there are techniques they need to learn. This edition carefully outlines the progression of sales techniques in each chapter, building students’ understanding and skills throughout the course.
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.
Reconfigured Salesforce.com Exercises. The bestselling salesforce.com software—offered with the twelfth edition of Selling Today—has been totally re-configured and customized to fit the simulated SimNet Systems Company featured in the Case Study and Application Exercises. Additionally, the newly configured software replicates and re-enforces the consultative, adaptive, and partnering style of selling that is featured throughout this text.
Social Media and Selling Today Boxes. These new boxes show students how social media is used by today’s sales organizations and individual salespeople.


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