Selling : building partnerships /
Castleberry, Stephen Bryon,
Selling : building partnerships / Stephen B. Castleberry, University of Minnesota Duluth, John F. Tanner, Jr., Baylor University. - 9 [edition] - xxviii, 487 pages, various unnumbered pages : colour illustrations ; 27 cm
Previous editions (up to 7th ed.) also authored by Barton A. Weitz.
Includes bibliographical references and index.
Selling and salespeople -- Ethical and legal issues in selling -- Buying behavior and the buying process -- Using communication principles to build relationships -- Adaptive selling for relationship building -- Prospecting -- Planning the sales call -- Making the sales call -- Strengthening the presentation -- Responding to objections -- Obtaining commitment -- Formal negotiating -- Building partnering relationships -- Building long-term partnerships -- Managing your time and territory -- Managing within your company -- Managing your career -- Stubb's bar-b-q -- Netsuite. 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. 17. Role play case 1. Role play case 2.
"Selling: Building Partnerships, 9e remains the most innovative textbook in the Selling course area today with its unique role plays and partnering skills which are critical skills for all business people. The authors emphasize throughout the text the need for salespeople to be flexible--to adapt their strategies to customer needs, buyer social styles, and relationship needs and strategies. This is followed by a complete discussion of how effective selling and career growth are achieved through planning and continual learning. This market-leading text has been updated to continue its relevance in the Selling market today just as it was twenty years ago."--Publisher description.
0077861000 9780077861001
Selling
HF5438.25 / .W2933 2013
658.85
Selling : building partnerships / Stephen B. Castleberry, University of Minnesota Duluth, John F. Tanner, Jr., Baylor University. - 9 [edition] - xxviii, 487 pages, various unnumbered pages : colour illustrations ; 27 cm
Previous editions (up to 7th ed.) also authored by Barton A. Weitz.
Includes bibliographical references and index.
Selling and salespeople -- Ethical and legal issues in selling -- Buying behavior and the buying process -- Using communication principles to build relationships -- Adaptive selling for relationship building -- Prospecting -- Planning the sales call -- Making the sales call -- Strengthening the presentation -- Responding to objections -- Obtaining commitment -- Formal negotiating -- Building partnering relationships -- Building long-term partnerships -- Managing your time and territory -- Managing within your company -- Managing your career -- Stubb's bar-b-q -- Netsuite. 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. 17. Role play case 1. Role play case 2.
"Selling: Building Partnerships, 9e remains the most innovative textbook in the Selling course area today with its unique role plays and partnering skills which are critical skills for all business people. The authors emphasize throughout the text the need for salespeople to be flexible--to adapt their strategies to customer needs, buyer social styles, and relationship needs and strategies. This is followed by a complete discussion of how effective selling and career growth are achieved through planning and continual learning. This market-leading text has been updated to continue its relevance in the Selling market today just as it was twenty years ago."--Publisher description.
0077861000 9780077861001
Selling
HF5438.25 / .W2933 2013
658.85