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Selling : Building Partnershipsby Weitz, Barton; Castleberry, Stephen; Tanner, John
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This is the 7th edition with a publication date of 10/20/2008.
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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.|