Selling: Building Partnerships

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November 17, 2010


Hardback, 576 pages


0073530018 / 9780073530017


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Main description

Selling: Building Partnerships, 8e 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 emphasize throughout the text the need for salespeople to be flexible--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

Chapter 1 Selling and SalespeoplePart 1 - KNOWLEDGE AND SKILL REQUIREMENTS 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 2 - 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 3 - 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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