Selling: Building Partnerships

Stephen Castleberry, John Tanner (Autoren)

Buch | Hardcover

2021 | 11th edition
McGraw-Hill Education (Verlag)
978-1-260-68295-3 (ISBN)

Artikel merken

Selling: Building Partnerships, 11e remains faithful to the original goal of the product since its first edition-- that instructors don’t want to teach the history of selling, rather they want their students to know how it is done. While many things have changed in sales, such as the changing roles for technology and the increased use of multichannel go-to-market strategies, students still need to practice their newly learned skills, make ethical choices, and adapt their skills to their audience. Selling; Building Partnerships addresses all of these with distinct roleplays, mini case studies, and current examples throughout. The products’ emphasis on value creation makes it appropriate not only for students pursuing a sales career, but also those who seek these skills for other roles in life and business.

New to This Edition:
• Brand new chapter opening profiles
• Brand new From the Buyer’s Seat boxed items
• Brand new Building Partnerships boxed items
• Brand new Sales Technology boxed items
• Brand new End-Of-Chapter Role Play Cases - while we continue to use Gartner as the company, the customers have all changed throughout

Stephen Castleberry received his Ph.D. in business administration from the University of Alabama. He is professor of marketing and head of the Marketing Department at the University of Minnesota Duluth. In addition to personal selling, he teaches marketing principles, marketing ethics, and marketing research. He has also taught at Northern Illinois University and the University of Georgia. He has published more than 45 referred national and international journal articles and is the past marketing editor of the Journal of Applied Business Research. John F. Tanner, Jr. earned his Ph.D. at the University of Georgia and is dean, Strome College of Business, Old Dominion University. Before entering academia, he spent eight years with Rockwell International and Xerox Corporation as a salesperson and marketing manager. Dr. Tanner has received several awards for teaching effectiveness and research, including the Distinguished Teacher award from the Society of Marketing Advances. He has been named Reviewer of the Year and Co-author of the Paper of the Year by the Journal of Personal Selling and Sales Management. Dr. Tanner has authored or co-authored 15 books and has published more than 80 articles. He has received research grants from the Center for Exhibition Industry Research, the Institute for the Study of Business Markets, the University Research Council, and the Walmart Foundation. Currently, he is the editor of Marketing Educators' Review.

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
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
Chapter 15: Managing Your Time and Territory
Chapter 16: Managing within Your Company
Chapter 17: Managing Your Career

Erscheinungsdatum	15.01.2021
Verlagsort	OH
Sprache	englisch
Themenwelt	Kinder- / Jugendbuch
ISBN-10	1-260-68295-1 / 1260682951
ISBN-13	978-1-260-68295-3 / 9781260682953
Zustand	Neuware