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ISBN10: 1266578765 | ISBN13: 9781266578762
Selling: Building Partnerships
ISBN10: 1266578765
ISBN13: 9781266578762
By Stephen Castleberry and John Tanner
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Textbook Rental (150 Days Access)
ISBN10:
1266578765 |
ISBN13: 9781266578762
Details:
- Rentable option
- Hardcopy and softcover formats
Loose-Leaf Purchase
ISBN10:
1265031894 |
ISBN13: 9781265031893
Details:
- Unbound loose-leaf version of full text
Connect (180 Days Access)
ISBN10:
1264072058 |
ISBN13: 9781264072057
Details:
- Integrates in your LMS
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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.
Selling: Building Partnerships, remains faithful to the original goal of the product since its first edition—that instructors don't want to teach the history of selling, rather they want their students to know how it is done. While many things have changed, students still need to practice newly learned skills, make ethical choices, and adapt their communication styles appropriately to the situation and audience. Selling: Building Partnerships, addresses all of these with distinct role plays, mini-case studies, and current examples throughout. The emphasis on value creation makes this product applicable not only for students interested in a sales career, but also provides skills that will serve them in other roles and life.
1. Selling and Salespeople
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
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 Relationship
14. Building Long-Term Partnerships
15. Managing Your Time and Territory
16. Managing within Your Company
17. Managing Your Career
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
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 Relationship
14. Building Long-Term Partnerships
15. Managing Your Time and Territory
16. Managing within Your Company
17. Managing Your Career
About the Author
Stephen Castleberry
Stephen Castleberry received his Ph.D. in business administration from the University of Alabama. He is professor of marketing and head of the Marketing Department at the University of Minnesota Duluth. In addition to personal selling, he teaches marketing principles, marketing ethics, and marketing research. He has also taught at Northern Illinois University and the University of Georgia. He has published more than 45 referred national and international journal articles and is the past marketing editor of the Journal of Applied Business Research.
John Tanner
John F. Tanner, Jr. earned his Ph.D. at the University of Georgia and is dean, Strome College of Business, Old Dominion University. Before entering academia, he spent eight years with Rockwell International and Xerox Corporation as a salesperson and marketing manager. Dr. Tanner has received several awards for teaching effectiveness and research, including the Distinguished Teacher award from the Society of Marketing Advances. He has been named Reviewer of the Year and Co-author of the Paper of the Year by the Journal of Personal Selling and Sales Management. Dr. Tanner has authored or co-authored 15 books and has published more than 80 articles. He has received research grants from the Center for Exhibition Industry Research, the Institute for the Study of Business Markets, the University Research Council, and the Walmart Foundation. Currently, he is the editor of Marketing Educators' Review.
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