Selling : building partnerships /
Stephen Bryon Castleberry, John F. Tanner.
- Eleventh edition, international student edition.
- xxv, 552 pages, EN-22, I-20) : color illustrations 25 cm.
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