9780073530017

Selling: Building Partnerships

by ;
  • ISBN13:

    9780073530017

  • ISBN10:

    0073530018

  • Edition: 8th
  • Format: Hardcover
  • Copyright: 11/17/2010
  • Publisher: McGraw-Hill/Irwin
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Summary

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

Selling and Salespeople
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
Prospecting
Planning the Sales Call
Making the Sales Call
Strengthening the Presentation
Responding to Objections
Obtaining Commitment
Formal Negotiating
Building Partnering Relationships
Building Long-Term Partnerships
The Salesperson As Manager
Managing Your Time and Territory
Managing within Your Company
Managing Your Career
Stubb’s Bar-B-Q
NetSuite
Table of Contents provided by Publisher. All Rights Reserved.

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