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Selling Building Partnerships 8th Edition by Stephen Castleberry, John Tanner ISBN 0073530018 9780073530017

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Selling Building Partnerships 8th Edition Stephen Castleberry Digital Instant Download

Author(s): Stephen Castleberry, John Tanner
ISBN(s): 9780073530017, 0073530018
Edition: 8
File Details: PDF, 16.03 MB
Year: 2010
Language: english
SKU: EB-2453820 Category: Tags: ,

Selling Building Partnerships 8th Edition by Stephen Castleberry, John Tanner – Ebook PDF Instant Download/Delivery: 0073530018, 9780073530017
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Product details:

ISBN 10: 0073530018 
ISBN 13: 9780073530017
Author: Stephen Castleberry, John Tanner

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.

Selling Building Partnerships 8th Table of contents:

PART ONE – KNOWLEDGE AND SKILL REQUIREMENTS

  1. Selling and Salespeople

  2. Ethical and Legal Issues in Selling

  3. Buying Behavior and the Buying Process

  4. Using Communication Principles to Build Relationships

  5. Adaptive Selling for Relationship Building

PART TWO – THE PARTNERSHIP PROCESS

  1. Prospecting

  2. Planning the Sales Call

  3. Making the Sales Call

  4. Strengthening the Presentation

  5. Responding to Objections

  6. Obtaining Commitment

  7. Formal Negotiating

  8. Building Partnering Relationships

  9. Building Long-Term Partnerships

PART THREE – THE SALESPERSON AS MANAGER

  1. Managing Your Time and Territory

  2. Managing within Your Company

  3. Managing Your Career

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Tags: Stephen Castleberry, John Tanner, Building, Selling, Partnerships