(eBook PDF) Selling: Building Partnerships 10th Edition – Digital Ebook – Instant Delivery Download

Product details:

• ISBN-10 ‏ : ‎ 1259573206
• ISBN-13 ‏ : ‎ 978-1259573200
• Author: Stephen Castleberry (Author), John Tanner (Author)

Selling: Building Partnerships, Tenth Edition remains the most innovative textbook in sales, featuring distinct role-plays, mini-case studies, and a focus on knowledge and skills critical to the partnership process and successful business professionals. Emphasized throughout is the need for salespeople to be flexible and adapt strategies that address customer needs, buyer social styles, and other relationship needs and strategies.

Table contents:

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

People also search:

selling building partnerships 10th edition chapter 10 answers

selling building partnerships 10th edition quizlet

selling building partnerships 10th edition answer key

test bank for selling building partnerships 10th edition buying behavior and the buying process

selling building partnerships 10th edition chapter 1-4 quizlet