Selling: Building Partnerships https://www.mheducation.com/cover-images/Jpeg_400-high/0077861000.jpeg
Selling: Building Partnerships

Selling: Building Partnerships

9th Edition
By Stephen Castleberry and John Tanner
ISBN10: 0077861000
ISBN13: 9780077861001
Copyright: 2014

Purchase Options

Students, we’re committed to providing you with high-value course solutions backed by great service and a team that cares about your success. See tabs below to explore options and pricing. Don't forget, we accept financial aid and scholarship funds in the form of credit or debit cards.

Hardcopy

Receive via shipping:

  • Bound book containing the complete text
  • Full color
  • Hardcover or softcover

What are my shipping options?


ISBN10: 0077861000 | ISBN13: 9780077861001

Purchase

$191.74

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

PART ONE – KNOWLEDGE AND SKILL REQUIREMENTS
Chapter 1: Selling and Salespeople
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 TWO - 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
Chapter 14: Building Long-Term Partnerships
PART THREE - 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: Stubb's Bar-B-Q
Role Play Case 2: NetSuite