Selling Today: Partnering to Create Value, 8th Canadian Edition, By Gerald Manning, Michael Ahearne, Barry Reece, Herb MacKenzie (Test Bank)

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Much of the western world has experienced a rapid shift from a production-focused to a sales and service focused economy. There are well over a million people employed in sales positions across Canada... : more than 10 percent of the workforce. Randstad, a global leader in HR services, identified sales associates and sales representatives as the most in-demand jobs in Canada in 2020. Table of Contents Relationship Selling Opportunities in the Information Economy Evolution of Selling Models that Complement the Marketing Concept Ethics: The Foundation for Relationships that Create Value Creating Value with a Relationship Strategy Communication Styles: A Key to Adaptive Selling Today Creating Product Solutions Product-Selling Strategies that Add Value The Buying Process and Buyer Behaviour Developing and Qualifying Prospects and Accounts Approaching the Customer with Adaptive Selling Determining Customer Needs with a Consultative Questioning Strategy Creating Value with the Consultative Demonstration Negotiating Buyer Concerns Adapting the Close and Confirming the Partnership Servicing the Sale and Building the Partnership Opportunity Management: The Key to Greater Sales Productivity Management of the Sales Force [Show More]

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