The age of information is creating a new economy that offers salespeople many challenges and exciting employment opportunities. The third Canadian edition of Selling Today: Creating Customer Value describes how sales professionals are adjusting to this new economy and creating value for their customers. Several important improvements appear in this edition and in the support materials. The most significant changes include

1. The focus of the text has changed from “Building Quality Partnerships” to “Creating Customer Value.” With many lower cost methods for handling customer transactions, salespeople today must demonstrate how they can create value for customers through value-added selling. Throughout the text, we discuss how salespeople can create value for their customers. A growing number of customers are seeking a cluster of satisfactions that include a quality product, a salesperson who is truly a partner, and outstanding service after the sale. The salesperson is usually in the best position to discover what adds value (in the mind of the customer) and then determine ways to add value.
2. New boxed inserts have been added to every chapter. The “Selling is Everybody’s Business” boxed inserts include examples of where sales-related skills have been employed in unique situations to demonstrate to students that the skills learned in personal selling are applicable at every level of an organization, and often by people who students may not recognize as needing selling skills. The “International Business Etiquette” boxed inserts include examples designed to sensitize students to the importance of recognizing and accommodating differences across cultures when selling in international markets. The number of “Selling in Action” boxed inserts has been increased, and these include examples of inspiring and interesting contemporary selling stories and tips and techniques important to various aspects of personal selling.
3. Most chapters feature three or four boxed texts, focusing on the themes “Selling in Action,” “Selling is Everybody’s Business,” “International Business Etiquette,” or “Building Relationships through Technology.” These explore current, real-world examples of what the student is learning throughout the text. This feature gives students a contemporary look at personal selling. Most chapters provide a case problem that permits students to analyze and interpret actual selling situations. Each case problem is based on a real-life situation.
4. Each chapter also includes the following special features that aid the teaching and learning process:
   • a list of learning objectives to help the student focus on the important concepts
   • definitions of key terms in the margins next to where they appear in the text
   • a summary that provides a brief review of the most important ideas presented
   • a list of key terms that follows the chapter summary
   • a set of review questions that reinforce the student’s understanding of the major concepts presented in the chapter
   • a series of field-based application exercises that will provide students with opportunities to apply concepts and practices presented (each chapter includes at least one Internet exercise, and Chapter 3 and each of the six chapters in Part V include a Role-Play Exercise)