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Selling: Building Partnerships
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Selling: Building Partnerships Hardcover - 2008

by Barton A. Weitz; Stephen B. Castleberry; John F. Tanner


Summary

Text for salespeople and students to exercise strategies in selling, using role-playing, case studies, and updated market concepts.

From the publisher

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.

Details

  • Title Selling: Building Partnerships
  • Author Barton A. Weitz; Stephen B. Castleberry; John F. Tanner
  • Binding Hardcover
  • Edition 7/2009
  • Pages 490
  • Volumes 1
  • Language ENG
  • Publisher Irwin/McGraw-Hill, Blacklick, Ohio, U.S.A.
  • Date 2008-10
  • Illustrated Yes
  • ISBN 9780073381084 / 007338108X
  • Weight 2.6 lbs (1.18 kg)
  • Dimensions 10.1 x 8 x 1 in (25.65 x 20.32 x 2.54 cm)
  • Library of Congress subjects Selling
  • Library of Congress Catalog Number 2008039826
  • Dewey Decimal Code 658.85

Table of contents

Prologue Pt. 1 The Field of Selling 1Ch. 1 Selling and Salespeople 2Ch. 2 Building Partnering Relationships 30Ch. 3 Ethical and Legal Issues in Selling 54Pt. 2 Knowledge and Skill Requirements 83Ch. 4 Buying Behavior and the Buying Process 84Ch. 5 Using Communication Principles to Build Relationships 122Ch. 6 Adaptive Selling for Relationship Building 156Pt. 3 The Partnership Process 181Ch. 7 Prospecting 182Ch. 8 Planning the Sales Call 214Ch. 9 Making the Sales Call 244Ch. 10 Strengthening the Presentation 280Ch. 11 Responding to Objections 314Ch. 12 Obtaining Commitment 348Ch. 13 Building Long-Term Partnerships 378Pt. 4 Special Applications 413Ch. 14 Formal Negotiating 414Ch. 15 Selling to Resellers 444Pt. 5 The Salesperson as Manager 479Ch. 16 Managing Your Time and Territory 480Ch. 17 Managing within Your Company 514Ch. 18 Managing Your Career 546 Role Play Cases 581 Notes 590 Glossary 605 Indexes 618
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Selling: Building Partnerships
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Selling: Building Partnerships

by Tanner, John,Castleberry, Stephen,Weitz, Barton

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Selling : Building Partnerships
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Selling : Building Partnerships

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Selling : Building Partnerships

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by Stephen B. Castleberry; Barton A. Weitz; John F. Tanner

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Selling: Building Partnerships
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Selling: Building Partnerships

by Weitz, Barton; Castleberry, Stephen; Tanner, John

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McGraw-Hill/Irwin, 2008-10-20. Hardcover. Good. This listing is for (Selling: Building Partnerships). This edition is very similar to ISBN 0077861000 which is the most current updated edition. Please be sure to buy the earlier and much cheaper edition for your class and SAVE MONEY on your textbook expenses! We personally guarantee that you can use this edition for your class. If for some reason you're unhappy with any of our textbooks products, you are welcome to return the book back to us within 14 days of delivery for a full refund.
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Selling: Building Partnerships
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McGraw Hill, 2009. Seventh Edition. Hardcover. Fine Condition. Gently used in Fine Condition. Text appears to be clean. The binding is tight as though the book has never been opened. Pages are bright and crisp. Quantity Available: 1. Shipped Weight: Under 1 kilo. Category: Education; ISBN: 007338108X. ISBN/EAN: 9780073381084. Pictures of this item not already displayed here available upon request. Inventory No: 1561053084. . 9780073381084
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Selling: Building Partnerships
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Selling: Building Partnerships

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Selling: Building Partnerships
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Selling: Building Partnerships

by Weitz, Barton; Castleberry, Stephen; Tanner, John

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ISBN 10 / ISBN 13
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