Selling : building partnerships / Stephen B. Castleberry, John F. Tanner

By:

Castleberry, Stephen Bryon [author.]

Contributor(s):

Material type: Text

TextPublisher: New York : McGraw Hill LLC, 2021Copyright date: 2022Edition: 11th edDescription: xxv, 522p. : col. ill. ; 21 cmContent type:

text

Media type:

unmediated

Carrier type:

volume

ISBN:

9781260682953

Subject(s):

Selling

Additional physical formats: Online version:: SellingDDC classification:

658.85 CAS 23

LOC classification:

HF5438.25 .W2933 2021

Contents:

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.

Summary: "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"-- Provided by publisher.

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Holdings
Item type	Current library	Collection	Call number	Status	Barcode
Books	CUoM Library General Stacks	Business Management/Accounting/Marketing	658.85 CAS (Browse shelf(Opens below))	Available	00011773

Includes index.

"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"-- Provided by publisher.

Ages 18+ McGraw Hill LLC

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