Selling : Building Partnerships
ISBN: 9780073530017 | 0073530018
Edition: 8thFormat: Hardcover
Publisher: McGraw-Hill/Irwin
Pub. Date: 11/17/2010
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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-leadin... MORE
| 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 S... MORE | |
| 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. |
