Selling: Building Partnerships
by Castleberry, Stephen; Tanner, JohnEdition: 9th
Format: Hardcover
Pub. Date: 2013-10-17
Publisher(s): MCGRAW HILL
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Summary
Selling: Building Partnerships, 9e remains the most innovative textbook in the Selling course area today with its unique role plays and partnering skills which are critical skills for all business people. The authors emphasise throughout the text the need for salespeople to be flexible and to adapt their strategies to customer needs, buyer social styles, and relationship needs and strategies. This is followed by a complete discussion of how effective selling and career growth are achieved through planning and continual learning. This market-leading text has been updated to continue its relevance in the Selling market today just as it was twenty years ago.
Table of Contents
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
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