Description
Pearson Selling Today: Partnering To Create Value 13Th Edition by Gerald Manning and Barry Reece
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.
Salient Features
"1) 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.
2) 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.
3) Show the concepts in action: The Adaptive Selling Today Training Video Series. New to the thirteenth 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)
4) 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.
5) Social Media and Selling Today Boxes: These new boxes show students how social media is used by today's sales organizations and individual salespeople.
6) 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.
7) 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.
8) 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."