Selling Today: Partnering to Create Value, 12th Edition by Gerald L. Manning

By Gerald L. Manning

Huge, real-world functions, conscientiously built-in with present own promoting techniques.   promoting this present day: Partnering to Create worth is helping readers comprehend the price of constructing their own promoting talents by means of exposing them to a cautious integration of non-public promoting educational thought and real-world purposes. And with the most important variety of “learn via doing” fabrics on hand in any own promoting textual content, Manning/Ahearne/Reece bargains teachers numerous instructing instruments to bolster the educational strategy.   because the constructed countries of the area transition from a creation concentration to a sales-and-service concentration, this state-of-the-art re-creation prepares readers to be triumphant as participants of a brand new iteration of businesspeople.

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Additional resources for Selling Today: Partnering to Create Value, 12th Edition

Sample text

He actively consults in many industries including insurance, health care, consumer packaged goods, technology, and transportation. Gerald L. Manning Des Moines Area Community College Mr. Manning served as chair of the Marketing/Management Department for more than 30 years. In addition to his administrative duties, he has served as lead instructor in sales and sales management. Mr. Manning has received the “Outstanding Professor of the Year” award given annually by his college. His classroom and consulting experiences have provided him with an opportunity to study the merits of various experimental learning approaches such as role-plays, simulations, games, video, and e-learning training programs.

Amy Vandaveer, a sales representative featured in Chapter 6, sells advertising space for Texas Monthly. Both local and national advertising support each of these, and each must sell advertising to remain in business. In fact, newspapers and magazines generate far more revenue from the sales of advertising than from subscriptions. The wide variety of client needs and the task of meeting these needs make the work of media sales representatives interesting. Additionally, the requirement for the members of the media sales staff to develop or to help the client develop commercials makes this work very interesting.

Some work as management trainees, selling cars for 8 to 15 months, making $45,000 to $60,000 per year in salary plus bonus. Then they are trained and certified to work in the finance and insurance department. Next, some are promoted to newor used-car manager, earning $100,000 to $150,000 per year. 31 Mike Patterson, the owner of MP Yacht Services, provides specialized electrical repairs and installations for boats. His easy sales approach and high technical performance have attracted a large group of repeat customers to whom he offers electrical services that competitors are unable to provide.

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