Selling: Building Partnerships / Edition 7

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Overview

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.

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Product Details

  • ISBN-13: 9780073381084
  • Publisher: McGraw-Hill Higher Education
  • Publication date: 10/31/2008
  • Edition description: Older Edition
  • Edition number: 7
  • Pages: 552
  • Product dimensions: 8.20 (w) x 10.10 (h) x 1.00 (d)

Table of Contents

Prologue
Pt. 1 The Field of Selling 1
Ch. 1 Selling and Salespeople 2
Ch. 2 Building Partnering Relationships 30
Ch. 3 Ethical and Legal Issues in Selling 54
Pt. 2 Knowledge and Skill Requirements 83
Ch. 4 Buying Behavior and the Buying Process 84
Ch. 5 Using Communication Principles to Build Relationships 122
Ch. 6 Adaptive Selling for Relationship Building 156
Pt. 3 The Partnership Process 181
Ch. 7 Prospecting 182
Ch. 8 Planning the Sales Call 214
Ch. 9 Making the Sales Call 244
Ch. 10 Strengthening the Presentation 280
Ch. 11 Responding to Objections 314
Ch. 12 Obtaining Commitment 348
Ch. 13 Building Long-Term Partnerships 378
Pt. 4 Special Applications 413
Ch. 14 Formal Negotiating 414
Ch. 15 Selling to Resellers 444
Pt. 5 The Salesperson as Manager 479
Ch. 16 Managing Your Time and Territory 480
Ch. 17 Managing within Your Company 514
Ch. 18 Managing Your Career 546
Role Play Cases 581
Notes 590
Glossary 605
Indexes 618
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