Test Bank for Selling Today Partnering to Create Value 7th Canadian Edition by Gerald Manning ISBN 0133156850 9780133156850

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Product details:
ISBN 10: 0133156850 
ISBN 13: 9780133156850
Author: Gerald Manning

The book is designed to teach students and professionals in sales the core concepts of relationship selling, customer engagement, and value creation. It emphasizes a customer-centric approach to sales, guiding readers through the process of building long-term relationships with clients by addressing their needs, delivering value, and offering personalized solutions. The content blends theoretical foundations with practical tools, strategies, and real-world examples to help readers excel in today’s highly competitive sales environment.

Test Bank for Selling Today Partnering to Create Value 7th Canadian Edition Table of contents:

Part 1: Introduction to Professional Selling

• Chapter 1: The World of Selling
  • 1.1 What is Selling?
  • 1.2 The Role of Salespeople in Business
  • 1.3 The Changing Sales Environment
  • 1.4 Types of Selling
  • 1.5 Sales Careers

Part 2: Developing a Selling Strategy

• Chapter 2: The Sales Process

  • 2.1 Overview of the Sales Process
  • 2.2 Prospecting and Pre-approach
  • 2.3 The Approach and Needs Assessment
  • 2.4 Presenting the Sales Solution
  • 2.5 Closing the Sale
  • 2.6 Follow-Up and Customer Service

• Chapter 3: Creating Customer Value Through Knowledge

  • 3.1 Building Customer Relationships
  • 3.2 Gathering Information to Understand the Customer
  • 3.3 The Role of Product Knowledge in Selling
  • 3.4 Industry and Company Knowledge

Part 3: Building and Managing Customer Relationships

• Chapter 4: Communicating with the Customer

  • 4.1 Effective Communication Skills
  • 4.2 Non-Verbal Communication
  • 4.3 Building Rapport and Trust
  • 4.4 Listening and Questioning Techniques

• Chapter 5: The Sales Presentation

  • 5.1 The Power of the Sales Presentation
  • 5.2 Preparing for the Presentation
  • 5.3 Presenting the Solution
  • 5.4 Overcoming Objections
  • 5.5 Closing the Sale

Part 4: Sales Techniques and Negotiation

• Chapter 6: Negotiating the Sale

  • 6.1 Principles of Negotiation
  • 6.2 Negotiation Strategies
  • 6.3 Handling Difficult Customers and Objections
  • 6.4 Finalizing the Deal

• Chapter 7: The Ethics of Selling

  • 7.1 Understanding Ethical Issues in Selling
  • 7.2 Ethical Dilemmas and Decision Making
  • 7.3 Legal Issues in Selling
  • 7.4 Corporate Social Responsibility

Part 5: The Salesperson’s Career Development

• Chapter 8: Building and Managing a Sales Career
  • 8.1 Career Planning in Sales
  • 8.2 Skills and Competencies for Successful Salespeople
  • 8.3 Time Management and Self-Discipline
  • 8.4 Sales Leadership and Motivation

Part 6: Technology and Selling in the 21st Century

• Chapter 9: Sales Technology and Innovation
  • 9.1 The Impact of Technology on Selling
  • 9.2 Customer Relationship Management (CRM) Systems
  • 9.3 Digital and Social Media Selling
  • 9.4 Leveraging Data Analytics in Sales

Part 7: International and Cross-Cultural Selling

• Chapter 10: Selling in the Global Marketplace
  • 10.1 The Globalization of Sales
  • 10.2 Cross-Cultural Selling Strategies
  • 10.3 Adapting the Sales Approach to Different Cultures

Appendices

• A. Key Terms and Glossary
• B. Additional Resources for Sales Professionals
• C. Index

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