Solution Manual For Selling Today Partnering to Create Value, 15th edition Michael Ahearne, Gerald Manning Chapter 1-17 (Appnedix1&2 and Traditional)
Chapter 1 RELATIONSHIP SELLING OPPORTUNITIES IN THE INFORMATION ECONOMY The two chapters that make up Part 1 establish a foundation for the entire textbook. Chapter 1 provides a contemporary definition and description of personal selling and describes information-age personal-selling career opportunities. Sales-training programs offered by academic institutions, sales-training companies, and employer-provided sales training are also presented. Chapter 2, in response to the developments associated with the information economy, presents the evolution of contemporary selling models that complement the marketing concept. Chapter 2 also introduces the major themes that connect all of the chapters. LEARNING OBJECTIVES: When you finish reading this chapter, you should be able to: 1.1: Define personal selling and describe the three prescriptions of a personal-selling philosophy. 1.2: Describe the emergence of relationship selling in the age of information. 1.3: Discuss the rewarding aspects of a career in selling today. 1.4: Discuss the different employment settings in selling today. 1.5: Explain how personal selling skills have become one of the master skills needed for success in the information age and how personal selling skills contribute to the work performed by knowledge workers. Identify the four major sources of sales training. CHAPTER SUMMARY: Chapter 1 introduces the concept of selling and its evolution over the past century and a half. From the initial way of peddling, to when the industrial economy transformed how goods/services were brought to the marketplace with the industrial revolution, to the information economy where the marketing concept was first created, to today‘s digital age where data is king, sales has evolved as society and the marketplace changed over time. This chapter provides insight into the concept of personal selling and how it came about in the 1950s with the marketing concept. It then discusses how the information gathered provides the opportunity to create values for customers. The evolution of sales over time has changed how much the profession goes into the marketplace to meet the needs of customers. This chapter will introduce you to the various career opportunities in sales, defining channels, industries, and specific job titles that support the sales efforts in organizations. EXTENDED PRESENTATION OUTLINE
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