Selling: Building Partnerships / Edition 7

by Barton Weitz, Stephen Castleberry, John Tanner

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.

Product Details

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

Table of Contents

Part One: The Field of Selling

Chapter 1: Selling and Salespeople

Chapter 2: Building Partnering Relationships
Part Two: Knowledge and Skill Requirements

Chapter 3: Ethical and Legal Issues in Selling

Chapter 4: Buying Behavior and the Buying Process

Chapter 5: Using Communication Principles to Build Relationships

Chapter 6: Adaptive Selling for Relationship Building
Part Three: The Partnership Process

Chapter 7: Prospecting

Chapter 8: Planning the Sales Call

Chapter 9: Making the Sales Call

Chapter 10: Strengthening the Presentation

Chapter 11: Responding to Objections

Chapter 12: Obtaining Commitment

Chapter 13: Formal Negotiation

Chapter 14: After the Sale: Building Long-Term Partnerships
Part Four: The Salesperson as Professional

Chapter 15: Managing Your Time and Territory

Chapter 16: Managing Within Your Company

Chapter 17: Managing Your Career