KUP TERAZ

Selling Today
Reece,Manning

Ocena: 0 (0 głosów)

For the Introductory level course in personal selling, sales, and/or tele-course in selling. Selling Today is a best-selling sales textbook because it integrates the concept of customer value at every step of the selling process. The tenth edition builds on the delivery of customer value by offering time-proven fundamentals and practical practices needed to succeed in today's world of sales and marketing. <> Selling Today is a best-selling sales textbook because it integrates the concept of customer value at every step of the selling process. The tenth edition builds on the delivery of customer value by offering time-proven fundamentals and practical practices needed to succeed in today's world of sales and marketing. How do you bring selling to life in your classroom?Video Series: Questions, Questions, Questions! focuses on the effective use of questions to achieve need identification and need satisfaction. Segment 1 describes general survey questions and specific survey questions; Segment 2 presents information on probing questions and the use of acknowledge and confirm questions; Segment 3 describes need satisfaction questions that are designed to move the sales process toward commitment and action. At the conclusion of each segment, students may engage in role-play activities designed to develop effective questioning skills.Role-play application exercises at the end of each part. These new role plays are designed to reinforce the key concepts in each of the first five parts of the text. Benefit: Provides students with important skill development opportunities.Video support for revised sales presentation chapter. Chapter 11: "Creating the Consultative Sales" presentation has been completely revised and is now supported by a new video package. Three professional videos, produced by one of the nation's leading video producers, providesa comprehensive introduction to questions used in typical multi-call selling situations. After viewing the video, students engage in role-play activities designed to develop questioning skills.The Knowing-Doing Gap, common in personal selling classes, is closed by having students participate in the comprehensive role-play/ simulation featured in Appendix 3. Students assume the role of a new sales trainee employed by the Park Inn International Convention Center. Benefit: Serving as an excellent capstone experience, students develop the critical skills needed to apply relationship, product, customer and presentation strategies.Real-world examples build student interest and promotes understanding of major topics and concepts. Examples such as: Whirlpool Corporation, UPS, Marriott Hotels, and Nordstrom help bring concepts to life. OTHER POINTS OF DISTINCTION:How do you integrate the concept of customer value in your selling course?Expanded coverage of how value creation is achieved when selling to different types of customers. Benefit: Shows students that value creation strategies have changed in terms of how customers make buying decisions and what they expect in selling situations. Is it important that your text integrate current coverage on strategic selling, partnering, value-added selling, and customer relationship management (CRM)?The four strategic areas of personal selling, introduced in Chapter 1, serve as a catalyst for skill development and professional growth. Benefit: Shows students the four strategic areas that they need to master for long-term sales success.The partnering era is described in detail. A series of partnering principles is presented in selected chapters. Also, strategic alliances, the highest form of partnering, are discussed in detail.Value-added selling strategies are presented throughout the text. Benefit: Shows students that as salespeople they are in the best position to discover what adds value, and then how to determine the way to create that value.Customer Relationship Management with Technology. These application exercises help the student learn how to use technology to add value to the sales process.Benefit: Provides students with insights that explore current real-world examples, enhancing the text material.Are you covering ethics in selling? Shouldn't your textbook?A three-dimensional approach to the study of ethical decision making. The authors believe that ethics in selling is vital that it cannot be covered in a single chapter. For example: One dimension is a chapter on ethics (Chapter 5) titled "Ethics: The Foundation for Relationships in Selling," which provides a contemporary examination of ethical considerations in selling; The second dimension involves the discussion of ethical issues in selected chapters throughout the text; The third dimension is an exciting business game entitled, Gray Issues-Ethical Decision Making in Personal Selling. Participation in this game provides students with an introduction to a range of real-life ethical dilemmas, and it stimulates in-depth thinking about the ethical consequences of their decisions.Benefit: Provides students with opportunities for in-depth thinking about the ethical consequences of their decisions and actions.Would you like to have your students experience selling in ways that will get them to think differently? Would you like your students to see how selling applies to their career?"Selling Is Everyone's Business" boxed inserts in each chapter. These real world examples explain how selling skills affect the success of persons who do not consider themselves salespeople.Benefit: Shows students the required mastery of skills used by sales professionals.Career-minded students will also find the first appendix "Finding Employment: A Personalized Marketing Plan for the Age of Information," very helpful as they plan for their careers after college.Is it of value for your students to get an appreciation of global business etiquette?Global Business Etiquette. These brief inserts provide practical tips on how to build global relationships. Each insert focuses on a different country.Benefit: Allows students to focus on different countries, with inserts designed to show "how-to" tips and real-world examples.Do you want your students to be able to use additional tools to assess their learning?Selling-Today: Using Technology to Add Value, is a companion book that emphasizes the skills needed to utilize today's technology for personal selling success and explains how electronic sales proposals, PowerPoint and Excel software, and electronic travel planning can be used to add value to the sales process. Students complete a variety of application exercises using CRM software. Benefit: Prepares students to use the technology that is transforming personal selling.Companion Website: Accessible at www.prenhall.com/manning Benefit: can be used for in-class assignments or learning experiences outside of class.