Selling: Building Partnerships https://www.mheducation.com/cover-images/Jpeg_400-high/1259573206.jpeg 10 9781259573200 Selling: Building Partnerships, Tenth Edition remains the most innovative textbook in sales, featuring distinct role-plays, mini-case studies, and a 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 that address customer needs, buyer social styles, and other relationship needs and strategies. This approach is followed by a thorough discussion of the salesperson as manager and how planning and continual learning enable effective selling and career growth. The text's emphasis on value creation makes it applicable for students who may not be interested in a sales career. As has been true of every edition since the first, the integration of ethics continues to be emphasized. New to This Edition ● The textbook includes original examples written specifically for this edition. ● New chapter-opening profiles spotlight real salespeople. ● New Building Partnerships boxed features provide detailed examples for chapter material. ● Chapters have been updated with the latest academic and industry research in areas such as ethics, corporate culture, success characteristics, and job trends. ● New Sales Technology features appear in every chapter, illustrating the technology used as well as the challenges technology creates. The book also introduces the Internet of Things and examines its influence on repurchase behavior and customer relationships. ● All new From the Buyer's Seat boxed features aid future salespeople in understanding the buyer's point of view. ● New role-plays are included, featuring Purina ONE SmartBlend and Gartner Consulting. ● Each chapter includes a new or significantly revised minicase as well as favorite minicases from which instructors can select.
Selling: Building Partnerships

Selling: Building Partnerships

10th Edition
By Stephen Castleberry and John Tanner
ISBN10: 1259573206
ISBN13: 9781259573200
Copyright: 2019
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09781259573200

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The estimated amount of time this product will be on the market is based on a number of factors, including faculty input to instructional design and the prior revision cycle and updates to academic research-which typically results in a revision cycle ranging from every two to four years for this product. Pricing subject to change at any time.

Program Details

Preface
Acknowledgments
About the Authors
1 Selling and Salespeople
Part 1 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 2 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 3 The Salesperson as Manager
15 Managing Your Time and Territory
16 Managing within Your Company
17 Managing Your Career
Role Play Case 1 Purina ONE SmartBlend Dog Food
Role Play Case 2 Gartner
Glossary
Endnotes
Indexes