Selling: Building Partnerships 10th Edition, (Ebook PDF) – Digital Instant Dowload.
Product details:
- ISBN-10 : 1260141217
- ISBN-13 : 978-1260141214
- Author: Stephen B. Castleberry (Author), John F. Tanner (Author)
Building Partnerships, Tenth Edition remains the most innovative textbook in sales, featuring distinct role-plays, mini-case studies, and a focus on knowledge and skills critical to the partnership process and successful business professionals. Emphasized throughout is the need for salespeople to be flexible and adapt strategies that address customer needs, buyer social styles, and other relationship needs and strategies. This approach is followed by a thorough discussion of the salesperson as manager and how planning and continual learning enable effective selling and career growth. The text’s emphasis on value creation makes it applicable for students who may not be interested in a sales career. As has been true of every edition since the first, the integration of ethics continues to be emphasized.
Table contents:
Chapter 1 Selling and Salespeople
Chapter 2 Ethical and Legal Issues in Selling
Chapter 3 Buying Behavior and the Buying Process
Chapter 4 Using Communication Principles to Build Relationships
Chapter 5 Adaptive Selling for Relationship Building
Chapter 6 Prospecting
Chapter 7 Planning the Sales Call
Chapter 8 Making the Sales Call
Chapter 9 Strengthening the Presentation
Chapter 10 Responding to Objections
Chapter 11 Obtaining Commitment
Chapter 12 Formal Negotiating
Chapter 13 Building Partnering Relationships
Chapter 14 Building Long-Term Partnerships
Chapter 15 Managing Your Time and Territory
Chapter 16 Managing within Your Company
Chapter 17 Managing Your Career
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