Selling : building partnerships / Stephen Bryon Castleberry, John F. Tanner.
By: Castleberry, Stephen Bryon [author.].
Contributor(s): Tanner, John F [author.].
New York, NY, USA : McGraw Hill LLC, 2022Edition: Eleventh edition, international student edition.Description: xxv, 552 pages, EN-22, I-20) : color illustrations 25 cm.ISBN: 9781265082291 (pbk).Subject(s): SellingDDC classification: 658.85 C27| Item type | Current location | Collection | Call number | Status | Date due | Barcode |
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College Library General Circulation Section | GC | GC 658.85 C27 2022 (Browse shelf) | Available | HNU004187 |
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| 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 / | GC 658.85 W43 Selling / |
Includes bibliographical references and index.
IN BRIEF. Chapter 1. Selling and salespeople
Part 1. KNOWLEDGE AND SKILL REQUIREMENTS
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
Part 2. THE PARTNERSHIP PROCESS
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
Role Play Case 1: Purina ONE SmartBlend Dog Food
Role Play Case 2: Gartner
Chapter 14. Building long term partnerships
Part 3. THE SALESPERSON AS MANAGER
Chapter 15. Managing your time and territory
Chapter 16. Managing within your company
Chapter 17. Managing your career
Role Play Case 1: Purina ONE Smart Blend Dog Food
Role Play Case 2: Gartner
In Brief . Chapter 1. Selling and salespeople
Part 1. Knowledge and skill requirements
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
Part 2. The partnership process
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
Role Play Case 1: Purina One SmartBlend Dog Food
Role Play Case 2: Gartner
Chapter 14. Building long term partnerships
Part 3. The salesperson as manager
Chapter 15. Managing your time and territory
Chapter 16. Managing within your company
Chapter 17. Managing your career
Role Play Case 1: Purina One Smart Blend Dog Food
Role Play Case 2: Gartner
"Account-based marketing, customer lifetime value, artificial intelligence-all are influencing the way sales is done and taught. We believe that the partnering approach continues to be the best overall way to learn how to sell, particularly in the broader context of undergraduate education"-- Provided by publisher.
College of Business and Accountancy Bachelor of Science in Business Administration Major in Marketing Management
Text in English
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