Selling Today: Partnering to Create Value, Global Edition

PART 1: DEVELOPING A PERSONAL SELLING PHILOSOPHY

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

PART 2: DEVELOPING A RELATIONSHIP STRATEGY

Ethics: The Foundation for Partnering Relationships That Create Value

Creating Value with a Relationship Strategy

Communication Styles: A Key to Adaptive Selling Today

PART 3: DEVELOPING A PRODUCT STRATEGY

Creating Product Solutions

Product-Selling Strategies That Add Value

PART 4: DEVELOPING A CUSTOMER STRATEGY

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

PART 5: DEVELOPING A PRESENTATION STRATEGY

Approaching the Customer with Adaptive Selling

Determining Customer Needs with a Consultative Questioning Strategy

Creating Value with the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

PART 6: MANAGEMENT OF SELF AND OTHERS

Opportunity Management: The Key to Greater Sales Productivity

Management of the Sales Force

APPENDICES

1. Reality Selling Today Role Plays and Video Scenarios
2. NewNet Systems Regional Accounts Management Case Study
3. Partnership Selling Role Play

About our authors

Gerald Manning is an international author, consultant, speaker, and successful businessperson. Professor Manning's book Selling Today: Partnering to Create Value, now in its 14th edition, is today's international #1 selling textbook on negotiations and partnering. With Chinese, Spanish, International EnglishSpeaking, Canadian, Croatian, and US editions, millions have profited from the strategies and tactics presented. He is author of 4 additional books on management and sales, all published by large, international publishing companies.

Gerald Manning also serves as a sales and marketing consultant to senior management and owners of more than 500 businesses, including both national and international companies. He appears regularly as a speaker at national sales and management conferences, and is featured regularly in training videos on sales and management.

Professor Manning served as chair of the Marketing/Management Department of one of the leading colleges in the country for more than 30 years. In addition to his administrative duties, he has served as lead instructor in negotiations and sales. Mr. Manning received the Outstanding Professor of the Year award given annually by his college.

He has also applied numerous negotiation and personal selling principles and practices as owner of a very successful commercial and residential real estate investment, development, and management company.

Professor Manning's speaking and classroom experience, along with his consulting and the management of his company, have provided him a unique opportunity to research, study, test, refine, and write about personal selling. With this background, and a long-term partnership-type relationship with acclaimed training video producer Arthur Bauer, the Adaptive Selling Training Video Series was produced.

Michael Ahearne is Professor of Marketing and C. T. Bauer Chair in Marketing