Extensive, real world applications, carefully integrated with current personal selling concepts. Selling Today: Partnering to Create Value helps readers 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 readers to succeed as members of a new generation of businesspeople.
Part 1 Developing a Personal Selling Philosophy
Part 2 Developing a Relationship Strategy
Part 3 Developing a Product Strategy
Part 4 Developing a Customer Strategy
Part 5 Developing a Presentation Strategy
Part 6 Management of Self and Others