Selling : building partnerships / Stephen B Castleberry; John F Tanner
By: Castleberry, Stephen B.
Contributor(s): Tanner, John F.
New York, NY : McGraw-Hill Education, ©2019Edition: Tenth edition.; International student edition.Description: xxvii, 498 pages : colored illustrations ; 25 cm.ISBN: 9781260084771 (pbk).Subject(s): SellingDDC classification: 658.85 C27 2019| Item type | Current location | Collection | Call number | Status | Date due | Barcode |
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Books
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College Library General Circulation Section | GC | GC 658.85 C27 2019 (Browse shelf) | Available | HNU002593 |
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| GC 658.848 J19 International marketing management / | GC 658.85 C16 The 24 sales traps and how to avoid them / | GC 658.85 C23 Salesmanship imperative | GC 658.85 C27 2019 Selling : | GC 658.85 C27 2022 Selling : | GC 658.85 C39 2019 Selling and negotiation skills : | GC 658.85 W43 Selling, building partnerships / |
Includes bibliographical references and index.
1: Selling and Salespeople PART ONE KNOWLEDGE AND SKILL REQUIREMENTS 2: Ethical and Legal Issues in Selling 3: Buying Behavior and the Buying Process 4: Using Communication Principles to Build Relationships 5: Adaptive Selling for Relationship Building PART TWO --
THE PARTNERSHIP PROCESS 6: Prospecting 7: Planning the Sales Call 8: Making the Sales Call 9: Strengthening the Presentation 10: Responding to Objections 11: Obtaining Commitment 12: Formal Negotiating 13: Building Partnering Relationships 14: Building Long-Term Partnerships PART THREE --
THE SALESPERSON AS MANAGER 15: Managing Your Time and Territory 16: Managing within Your Company 17: Managing Your Career
Selling: Building Partnerships 10e, remains the most innovative textbook in Selling with its unique role plays, mini-cases, and 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 to customer needs, buyer social styles, and other relationship needs and strategies. This is followed by thorough discussion of the salesperson as manager and how planning and continual learning enable effective selling and career growth.
College of Business and Accountancy Bachelor of Science in Business Administration Major in Marketing Management
Text in English
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