{"product_id":"selling-today-partnering-to-create-value-global-edition-9781292458632","title":"Selling Today: Partnering to Create Value, Global Edition","description":"\u003cp\u003e • Author(s): Gerald Manning\u003cbr\u003e • Publisher: Pearson Education Limited\u003cbr\u003e • Publisher Imprint: Pearson Education Limited\u003cbr\u003e\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003ch3\u003eAbout our authors\u003c\/h3\u003e \u003cp\u003e\u003cstrong\u003eGerald Manning\u003c\/strong\u003e is an international author, consultant, speaker, and successful businessperson. Professor Manning's book \u003ccite\u003eSelling Today: Partnering to Create Value\u003c\/cite\u003e, now in its 14th edition, is today's international #1 selling textbook on negotiations and partnering. With Chinese, Spanish, International EnglishSpeaking, Canadian, Croatian, and US editions, millions have profited from the strategies and tactics presented. He is author of 4 additional books on management and sales, all published by large, international publishing companies.\u003c\/p\u003e \u003cp\u003eGerald Manning also serves as a sales and marketing consultant to senior management and owners of more than 500 businesses, including both national and international companies. He appears regularly as a speaker at national sales and management conferences, and is featured regularly in training videos on sales and management.\u003c\/p\u003e \u003cp\u003eProfessor Manning served as chair of the Marketing\/Management Department of one of the leading colleges in the country for more than 30 years. In addition to his administrative duties, he has served as lead instructor in negotiations and sales. Mr. Manning received the Outstanding Professor of the Year award given annually by his college.\u003c\/p\u003e \u003cp\u003eHe has also applied numerous negotiation and personal selling principles and practices as owner of a very successful commercial and residential real estate investment, development, and management company.\u003c\/p\u003e \u003cp\u003eProfessor Manning's speaking and classroom experience, along with his consulting and the management of his company, have provided him a unique opportunity to research, study, test, refine, and write about personal selling. With this background, and a long-term partnership-type relationship with acclaimed training video producer Arthur Bauer, the Adaptive Selling Training Video Series was produced.\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003eMichael Ahearne\u003c\/strong\u003e is Professor of Marketing and C. T. Bauer Chair in Marketing at the University of Houston. He is also Research Director of the Steven Stagner Sales Excellence Institute (SEI). The SEI is widely recognized as the leading university-based sales institute in the world, training more than 2,000 sales students, placing PhD students at top research universities and working with more than 200 major corporations annually. He earned his PhD in marketing from Indiana University. He has also served on the faculty at Emory University, the University of Connecticut and at Pennsylvania State University. In addition, he has lectured internationally about sales and sales management in such countries as Austria, Belgium, France, Germany, India, Italy, Russia and Spain.\u003c\/p\u003e \u003cp\u003eDr. Ahearne's research has focused primarily on improving the performance of salespeople and sales organizations. He has published over 40 articles in leading journals such as \u003ccite\u003eJournal of Marketing\u003c\/cite\u003e, \u003ccite\u003eJournal of Marketing Research\u003c\/cite\u003e, \u003ccite\u003eManagement Science\u003c\/cite\u003e, \u003ccite\u003eStrategic Management Journal\u003c\/cite\u003e, \u003ccite\u003eJournal of Applied Psychology\u003c\/cite\u003e, and \u003ccite\u003eOrganizational Behavior and Human Decision Processes\u003c\/cite\u003e. He was recently recognized by the American Marketing Association as one of the 20 most research-productive scholars in the field of marketing. His research has been profiled in the \u003ccite\u003eWall Street Journal\u003c\/cite\u003e, \u003ccite\u003eBusiness 2.0\u003c\/cite\u003e, \u003ccite\u003eBusiness Investors Daily\u003c\/cite\u003e, \u003ccite\u003eFox News\u003c\/cite\u003e, \u003ccite\u003eINC Magazine\u003c\/cite\u003e, and many other news outlets.\u003c\/p\u003e \u003cp\u003eBefore entering academia, Mike played professional baseball for the Montreal Expos and worked in marketing research and sales operations for Eli Lilly and PCS Healthcare. He actively consults in many industries including insurance, health care, consumer packaged goods, technology and transportation.\u003c\/p\u003e","brand":"Pearson Education Limited","offers":[{"title":"Paperback","offer_id":46863637250199,"sku":"9781292458632","price":9883.0,"currency_code":"INR","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0666\/3471\/1191\/files\/9781292458632.webp?v=1769971097","url":"https:\/\/atlanticbooks.com\/products\/selling-today-partnering-to-create-value-global-edition-9781292458632","provider":"Atlantic Books","version":"1.0","type":"link"}