Test Bank for Selling Today Partnering to Create Value 14th Edition

Description

Test Bank for Selling Today: Partnering to Create Value 14th Edition by Gerald L. Manning, Michael Ahearne, Barry L. Reece

Utilize cutting-edge personal selling techniques to navigate the information revolution era.

Test bank for Selling Today: Partnering to Create Value helps students understand the value of developing personal selling skills by exposing them to a personal selling academic theory, role play scenarios, and real­-world applications and ethical dilemmas. With the largest number of “learn by doing” materials available in any personal selling text, the 14th Edition offers instructors teaching tools to strengthen the student 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 students to succeed as members of a new generation of businesspeople.

In this file you will receive Test Bank for the following chapters of the Selling Today 14^th edition book:

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 

3. Ethics: The Foundation for Partnering Relationships That Create Value
4. Creating Value with a Relationship Strategy
5. Communication Styles: A Key to Adaptive Selling Today

Part 3: Developing a Product Strategy 

6. Creating Product Solutions
7. Product-Selling Strategies That Add Value

Part 4: Developing a Customer Strategy 

8. The Buying Process and Buyer Behavior
9. Developing and Qualifying Prospects and Accounts

Part 5: Developing a Presentation Strategy 

10. Approaching the Customer with Adaptive Selling
11. Determining Customer Needs with a Consultative Questioning Strategy
12. Creating Value with the Consultative Presentation
13. Negotiating Buyer Concerns
14. Adapting the Close and Confirming the Partnership
15. Servicing the Sale and Building the Partnership

Part 6: Management of Self and Others 

16. Opportunity Management: The Key to Greater Sales Productivity
17. Management of the Sales Force

All test banks are in word format so you will be able to adjust them to your needs. Moreover, there are all answers to all test questions, so it will be easy for you to check papers after assessment. Test Banks are easy, fast and reliable way to assess your students during education process or at the end of it.

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