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Selling: Building Partnerships,9780077861001

Selling: Building Partnerships

by ;
Edition: 9th
Format: Hardcover
Pub. Date: 10/17/2013
Publisher(s): MCGRAW HILL
Availability: This title is currently not available.

Summary

Selling: Building Partnerships, 9e 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 emphasise throughout the text the need for salespeople to be flexible and 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

PART ONE – KNOWLEDGE AND SKILL REQUIREMENTS

Chapter 1: Selling and Salespeople

Chapter 2: Ethical and Legal Issues in Selling

Chapter 3: Buying Behavior and the Buying Process

Chapter 4: Using Communication Principles to Build Relationships

Chapter 5: Adaptive Selling for Relationship Building

PART TWO - THE PARTNERSHIP PROCESS

Chapter 6: Prospecting

Chapter 7: Planning the Sales Call

Chapter 8: Making the Sales Call

Chapter 9: Strengthening the Presentation

Chapter 10: Responding to Objections

Chapter 11: Obtaining Commitment

Chapter 12: Formal Negotiating

Chapter 13: Building Partnering Relationships

Chapter 14: Building Long-Term Partnerships

PART THREE - THE SALESPERSON AS MANAGER

Chapter 15: Managing Your Time and Territory

Chapter 16: Managing within Your Company

Chapter 17: Managing Your Career

Role Play Case 1: Stubb’s Bar-B-Q

Role Play Case 2: NetSuite

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