Selling Today: Partnering To Create Value 14th Edition Pdf
Introduction
Selling is a crucial part of any business, in which an entity offers its products or services to potential customers in exchange for money. Over the years, selling has evolved a great deal, and its strategies have changed according to the market and consumer needs. In today's world, selling is an art in which a seller has to develop a relationship with customers and help them find the solutions they need.
One of the most popular selling textbooks in the market is "Selling Today: Partnering to Create Value 14th Edition Pdf." This book is a favorite among many students and professionals who want to learn about the art of selling and its strategies. This article aims to provide you with a comprehensive guide to "Selling Today: Partnering to Create Value 14th Edition Pdf" and what it has to offer.
Overview of "Selling Today: Partnering to Create Value 14th Edition Pdf"
"Selling Today: Partnering to Create Value 14th Edition Pdf" is a book written by Gerald L. Manning, Michael Ahearne, and Barry L. Reece. The book's primary focus is on teaching the art of selling and how it has changed in the 21st century. The book is perfect for students who want to study sales and marketing, sales professionals who want to enhance their selling skills, and business owners who want to improve their sales strategies.
The book's 14th edition was published in 2018, making it a recent publication that reflects the latest changes and trends in the field of selling. The book is available in pdf format, making it accessible and convenient to read on any device. Students and professionals can purchase the book online or download it from various websites.
Content Covered in "Selling Today: Partnering to Create Value 14th Edition Pdf"
"Selling Today: Partnering to Create Value 14th Edition Pdf" covers a wide range of topics related to sales and marketing. The book comprises 20 chapters, each discussing a different aspect of selling. Following are some of the key topics covered in the book:
The Evolution of Selling
The first chapter of the book talks about the history and evolution of selling. It explains how selling has changed over the years and how the focus has shifted from just selling products or services to building relationships with the customers.
The Buying Process
The second chapter of the book discusses the buying process and how it works. It explains the different stages of the buying process, such as need recognition, information search, evaluation of alternatives, purchase decision, and post-purchase evaluation.
Prospecting
The third chapter of the book is about prospecting. It teaches how to find potential customers and how to qualify them. The chapter covers different prospecting techniques such as referrals, networking, cold calling, and social media.
Preapproach and the Approach
The fourth chapter of the book talks about the preapproach and the approach. It explains how to prepare for a sales call and how to approach a customer. The chapter covers different techniques for a successful approach, such as building rapport, asking open-ended questions, and active listening.
Understanding the Buyer
The fifth chapter of the book is about understanding the buyer. It explains how to assess the buyer's needs and how to provide solutions to their problems. The chapter covers different buyer types and how to deal with them.
Building Value with the Customer
The sixth chapter of the book talks about building value with the customer. It explains how to create a value proposition and how to differentiate your product or service from your competitors. The chapter covers different techniques for building value, such as presenting benefits, handling objections, and closing the sale.
Sales Management and Sales Training
The last few chapters of the book discuss sales management and sales training. It teaches how to manage a sales team and how to train them. The chapter covers different topics such as sales territory design, sales forecasting, and compensation plans.
Conclusion
"Selling Today: Partnering to Create Value 14th Edition Pdf" is an excellent book for students, professionals, and business owners who want to learn about the art of selling and its strategies. The book covers a wide range of topics related to sales and marketing and reflects the latest changes and trends in the field of selling. The book's pdf format makes it accessible and convenient to read on any device. We highly recommend this book to anyone who wants to enhance their selling skills and improve their sales strategies.