2020_BEC_FlipBooks

c h a p t e r 5 ADAPTIVE SELLING FOR RELATIONSHIP BUILDING SOME QUESTIONS ANSWERED IN THIS CHAPTER ARE jlllam/123RF • What is adaptive selling? • Why is it important for salespeople to practice adaptive selling? • What kind of knowledge do salespeople need to practice adaptive selling? • How can salespeople acquire this knowledge? • How can salespeople adapt their sales strategies, presentations, and social styles to various situations?

• Cover
• Buying Behavior and the Buying Process
• Some Questions Answered in This Chapter Are
• Profile
• Why People Buy
• Types of Customers
• Manufacturers
• OEM Purchasers
• End Users
• Resellers
• Institutions
• Consumers
• Organizational Buying and Selling
• Complexity of the Organizational Buying Process
• How Do Organizations Make Buying Decisions?
• Steps in the Buying Process
• Recognizing a Need or a Problem (Step 1)
• Defining the Type of Product Needed (Step 2)
• Developing Product Specifications (Step 3)
• Searching for Qualified Suppliers (Step 4)
• Acquiring and Analyzing Proposals (Step 5)
• Evaluating Proposals and Selecting a Supplier (Step 6)
• Placing an Order and Receiving the Product (Step 7)
• Evaluating Product Performance (Step 8)
• Buying Processes Vary
• Creeping Commitment
• thinking it through
• Types of Organizational Buying Decisions
• New Tasks
• Straight Rebuys
• Modified Rebuys
• Who Makes the Buying Decision?
• Users
• Initiators
• Influencers
• Gatekeepers
• Deciders
• Supplier Evaluation and Choice
• Organizational Needs and Criteria
• Economic Criteria
• BUILDING Partnerships 3.1
• Many Types of Buyers
• Quality Criteria
• Service Criteria
• Individual Needs of Buying Center Members
• Types of Needs
• Risk Reduction
• SALES Technology 3.1
• The Power of Digital Marketing
• Supply Chain Management and Professional Purchasing
• Supply Chain Management
• From the BUYER'S SEAT 3.1
• Always a Share—or Not
• thinking it through
• Multiattribute Model of Product Evaluation and Choice
• Performance Evaluation of Characteristics
• Importance Weights
• Overall Evaluation
• Value Offered
• Supplier Selection
• thinking it through
• Implications for Salespeople
• Selling Yourself
• Summary
• Key Terms
• Ethics Problems
• Questions and Problems
• Case Problems
• case 3.1Making the Switch
• Questions
• case 3.2cBOH
• Questions
• Role-Play Case
• Additional References
• Adaptive Selling for Relationship Building
• Some Questions Answered in This Chapter Are
• Profile
• Types of Presentations
• Standard Memorized Presentation
• Outlined Presentation
• Customized Presentation
• BUILDING Partnerships 5.1
• From Salesperson to Buying Facilitator: Thoughts of a Seasoned Professional
• Adaptive Selling and Sales Success
• From the BUYER'S SEAT 5.1
• Want to Have Me as a Customer? Please Read This
• thinking it through
• Adaptive Selling: The Importance of Knowledge
• Product and Company Knowledge
• Knowledge about Sales Situations and Customers
• SALES Technology 5.1
• Using Technology to Gain Knowledge and Target My Selling Activities
• The Social Style® Matrix: A Training Program for Building Adaptive Selling Skills
• Dimensions of Social Styles
• Assertiveness
• Responsiveness
• Categories of Social Styles
• Drivers
• Expressives
• Amiables
• Analyticals
• Identifying Customers' Social Styles
• Social Styles and Sales Presentations
• Versatility
• Recap: The Role of Knowledge in Adapting
• Systems for Developing Adaptive Selling Skills
• Selling Yourself
• Summary
• Key Terms
• Ethics Problems
• Questions and Problems
• Case Problems
• case 5.1Good Humor® Ice Cream Treats
• Questions
• case 5.2DePuy Synthes
• Questions
• Role-Play Case
• Additional References
• Castleberry FM.pdf
• Contents in Brief
• Contents
• Preface
• What's New in the Eleventh Edition
• Important Features of Selling: Building Partnerships
• FOR FACULTY
• Partnering: From the Field to the Classroom
• Acknowledgments
• About the Authors
• Stephen B. Castleberry
• JOHN F. TANNER JR.
• Walkthrough
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• Solutions for your challenges.
• FOR STUDENTS
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