Selling Building Partnerships

Name: Selling Building Partnerships
Price: 7.34 USD
Availability: InStock
ISBN: 9780073381084

ISBN-10: 007338108X

ISBN-13: 9780073381084

Edition: 7th 2009

Authors: Barton A. Weitz, Stephen B. Castleberry, John F. Tanner

List price: $212.33

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Description:

Selling: Building Partnerships, 7e 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 on 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.

Book details

List price: $212.33
Edition: 7th
Copyright year: 2009
Publisher: McGraw-Hill Higher Education
Publication date: 10/20/2008
Binding: Hardcover
Pages: 552
Size: 8.25" wide x 10.25" long x 0.75" tall
Weight: 2.596
Language: English




The Field of Selling



Selling and Salespeople



Building Partnering Relationships



Knowledge and Skill Requirements



Ethical and Legal Issues in Selling



Buying Behavior and the Buying Process



Using Communication Principles to Build Relationships



Adaptive Selling for Relationship Building



The Partnership Process



Prospecting



Planning the Sales Call



Making the Sales Call



Strengthening the Presentation



Responding to Objections



Obtaining Commitment



Formal Negotiation



After the Sale: Building Long-Term Partnerships



The Salesperson as Professional



Managing Your Time and Territory



Managing Within Your Company



Managing Your Career