Selling Today Partnering to Create Value 15th Edition by Michael Ahearne Test Bank

Description

🌟 Test Bank for Selling Today: Partnering to Create Value, 15th Edition – SEO Overview

The Test Bank for Selling Today: Partnering to Create Value, 15th Edition 📘 by Michael Ahearne and Gerald Manning is an essential academic and professional resource designed to strengthen knowledge of modern selling techniques. Fully aligned with the textbook ISBN-13: 9780137962907, this test bank covers relationship selling, customer strategy, consultative sales, negotiation skills, and high-level sales management concepts. It provides structured assessments, scenario-based questions, and application-driven exercises that mirror real sales environments. Below is a fully optimized summary of the book’s major parts and chapters.

🔵 PART 1: Developing a Personal Selling Philosophy

🤝 1. Relationship Selling Opportunities in the Information Economy

Highlights how technology, digital platforms, and data-driven communication are transforming sales. Emphasizes value creation, customer engagement, and trust-building.

🔄 2. Evolution of Selling Models That Complement the Marketing Concept

Explores traditional and modern selling models, focusing on customer-centric strategies, integrated marketing, and the shift toward advisory roles.

🟣 PART 2: Developing a Relationship Strategy

⚖️ 3. Ethics: The Foundation for Partnering Relationships

Covers ethical decision-making, professionalism, integrity, and the long-term importance of ethical selling practices.

💼 4. Creating Value with a Relationship Strategy

Discusses rapport-building, long-term partnerships, customer loyalty, and effective relationship management techniques.

🗣️ 5. Communication Styles: A Key to Adaptive Selling

Explains communication styles, buyer–seller alignment, listening skills, and how adaptive selling enhances customer satisfaction.

🟢 PART 3: Developing a Product Strategy

📦 6. Creating Product Solutions

Focuses on crafting solutions that meet customer needs, bundling features and benefits, and understanding product positioning.

💡 7. Product-Selling Strategies That Add Value

Discusses differentiation, competitive advantage, consultative approaches, and value-based selling.

🔴 PART 4: Developing a Customer Strategy

🧠 8. The Buying Process and Buyer Behavior

Covers buying motives, decision-making processes, organizational buying, and psychological drivers.

🎯 9. Developing and Qualifying Prospects and Accounts

Explains prospecting tools, lead evaluation, CRM utilization, and account management techniques.

🟡 PART 5: Developing a Presentation Strategy

👋 10. Approaching the Customer with Adaptive Selling

Discusses first impressions, approach techniques, and personalizing the sales encounter.

❓ 11. Determining Customer Needs with a Consultative Questioning Strategy

Focuses on open-ended questions, probing techniques, active listening, and diagnosing needs.

📊 12. Creating Value with the Consultative Presentation

Explains presentation structure, storytelling, solution framing, and demonstrating value.

🤝 13. Negotiating Buyer Concerns

Covers objection handling, negotiation tactics, win–win strategies, and conflict resolution.

🔐 14. Adapting the Close and Confirming the Partnership

Discusses closing techniques, customer reassurance, and long-term commitment building.

🔄 15. Servicing the Sale and Building the Partnership

Focuses on follow-up, service recovery, customer retention, and partnership enhancement.

🧠 PART 6: Management of Self and Others

📅 16. Opportunity Management: The Key to Greater Sales Productivity

Explores time management, territory planning, and resource prioritization.

👥 17. Management of the Sales Force

Covers recruitment, training, motivation, leadership, and performance evaluation.

📚 APPENDICES

🎭 1. Reality Selling Today Role Plays and Video Scenarios

Realistic role plays designed to strengthen communication and negotiation skills.

🗂️ 2. NewNet Systems Regional Accounts Management Case Study

A detailed case study for developing advanced account management strategies.

🤝 3. Partnership Selling Role Play

Hands-on practice for building collaborative customer relationships.

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