Title:
Selling building partnerships
Author:
Castleberry, Stephen Bryon author
ISBN:
9781265082291
Personal Author:
Edition:
Eleventh edition, international student edition.
Physical Description:
xxv, 522 pages : illustrations
General Note:
Auf dem Umschlag: "This international student edition is for use outside of the U.S."
Contents:
IN BRIEF. Chapter 1. Selling and salespeople -- Part 1. KNOWLEDGE AND SKILL REQUIREMENTS -- 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 2. 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 -- Role Play Case 1: Purina ONE SmartBlend Dog Food -- Role Play Case 2: Gartner -- Chapter 14. Building long term partnerships -- Part 3. 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: Purina ONE SmartBlend Dog Food -- Role Play Case 2: Gartner.
Abstract:
"Account-based marketing, customer lifetime value, artificial intelligence-all are influencing the way sales is done and taught. We believe that the partnering approach continues to be the best overall way to learn how to sell, particularly in the broader context of undergraduate education"
Subject Term:
Added Author: