Test Bank for Selling Today Creating Customer Value Fifth Canadian Edition 5th Edition by Manning

Complete downloadable Test Bank for Selling Today Creating Customer Value Fifth Canadian Edition 5th Edition by Manning. INSTRUCTOR RESOURCE INFORMATION
TITLE: Selling Today Creating Customer Value Fifth Canadian Edition
RESOURCE:Test Bank
EDITION: 5th Edition
AUTHOR: Manning, Reece, Ahearne, MacKenzie
PUBLISHER: Pearson

Table of content

1 Personal Selling and the Marketing Concept
2 Personal Selling Opportunities in the Age of Information
3 Creating Value with a Relationship Strategy
4 Communication Styles: A Key to Adaptive Selling
5 Ethics: The Foundation for Relationships in Business
6 Creating Product Solutions
7 Product Selling Strategies That Add Value
8 The Buying Process and Buyer Behaviour
9 Developing and Qualifying a Product Base
10 Approaching the Customer with Adaptive Selling
11 Creating the Consultative Sales Presentation
12 Creating Value with the Sales Demonstration
13 Negotiating Buyer Concerns
14 Adapting the Close and Confirming the Partnership
15 Servicing the Sale and Building the Partnership
16 Opportunity Management: The Key to Greater Sales Productivity
17 Management of the Sales Force Appendices

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