This text covers up-to-date academic topics and application materials, providing students with everything they need to understand and apply selling techniques. Hundreds of articles and resources have been reviewed and updated to reflect the latest research and trends.
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--Publisher.
As the developed nations of the world transition from a production focus to a sales-and-service focus, this edition prepares students to succeed as members of a new generation of businesspeople.
Keep Your Course Current and Relevant: A highly interactive simulated website has been added to this edition. Note: You are purchasing a standalone product; MyMarketingLab does not come packaged with this content.
Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP Rules: -Keep it Simple: When you make things easy and clear for your customers, they'll change from the status quo.
NOTE: This edition features the same content as the traditional text in a convenient, three-hole-punched, loose-leaf version.
Selling Today
110: Bill Bachman/Image Works, p. 112: {all three photos) Courtesy of Xerox, p. 114: Tony Freeman/Pho- toEdit. p. 115: Michael Rosenfield/Tony Stone Images, p. 127: Rotary Air Force Inc. p. 136: Courtesy of Mercedes-Benz of North ...
The authors have updated this text with new research and new interactive tools to engage students and reinforce learning with doing.
If the process of buying and selling makes the world go round, then why does it have such a lousy reputation? Customers are wary of those who come selling, and...
Selling today is being vulnerable and emotionally available. The more vulnerable you are when you get that forty-five-second contact byte, the more powerful your emotional impact will be on your customer. It is using all those learned ...