2020_BEC_FlipBooks

F20_Castleberry_Selling11eFlipbook_11-6-20

Issue link: https://www.mheducation.com/highered/ideas/i/1308940

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CONTENTS IN BRIEF Role Play Case 1: Purina ONE SmartBlend Dog Food 495 Role Play Case 2: Gartner 499 Glossary 506 Endnotes EN-1 Indexes I-1 Preface xiii Acknowledgments xvi About the Authors xvii Chapter 1 Selling and Salespeople 001 part 1 KNOWLEDGE AND SKILL REQUIREMENTS 027 Chapter 2 Ethical and Legal Issues in Selling 027 Chapter 3 Buying Behavior and the Buying Process 057 Chapter 4 Using Communication Principles to Build Relationships 092 Chapter 5 Adaptive Selling for Relationship Building 123 part 2 THE PARTNERSHIP PROCESS 148 Chapter 6 Prospecting 148 Chapter 7 Planning the Sales Call 174 Chapter 8 Making the Sales Call 198 Chapter 9 Strengthening the Presentation 227 Chapter 10 Responding to Objections 254 Chapter 11 Obtaining Commitment 284 Chapter 12 Formal Negotiating 314 Chapter 13 Building Partnering Relationships 343 Chapter 14 Building Long-Term Partnerships 369 part 3 THE SALESPERSON AS MANAGER 400 Chapter 15 Managing Your Time and Territory 400 Chapter 16 Managing within Your Company 432 Chapter 17 Managing Your Career 462

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