More New and Used
from Private Sellers
Note: Supplemental materials are not guaranteed with Rental or Used book purchases.
Questions About This Book?
Why should I rent this book?
Renting is easy, fast, and cheap! Renting from eCampus.com can save you hundreds of dollars compared to the cost of new or used books each semester. At the end of the semester, simply ship the book back to us with a free UPS shipping label! No need to worry about selling it back.
How do rental returns work?
Returning books is as easy as possible. As your rental due date approaches, we will email you several courtesy reminders. When you are ready to return, you can print a free UPS shipping label from our website at any time. Then, just return the book to your UPS driver or any staffed UPS location. You can even use the same box we shipped it in!
What version or edition is this?
This is the 7th edition with a publication date of 10/20/2008.
What is included with this book?
- The Used copy of this book is not guaranteed to include any supplemental materials. Typically, only the book itself is included.
- The Rental copy of this book is not guaranteed to include any supplemental materials. You may receive a brand new copy, but typically, only the book itself.
Selling: Building Partnerships, 7e 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 on 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
|The Field of Selling|
|Selling and Salespeople|
|Building Partnering Relationships|
|Knowledge and Skill Requirements|
|Ethical and Legal Issues in Selling|
|Buying Behavior and the Buying Process|
|Using Communication Principles to Build Relationships|
|Adaptive Selling for Relationship Building|
|The Partnership Process|
|Planning the Sales Call|
|Making the Sales Call|
|Strengthening the Presentation|
|Responding to Objections|
|After the Sale: Building Long-Term Partnerships|
|The Salesperson as Professional|
|Managing Your Time and Territory|
|Managing Within Your Company|
|Managing Your Career|
|Table of Contents provided by Publisher. All Rights Reserved.|