Selling: Building Partnerships, 7e 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 emphasize throughout the text on the need for salespeople to be flexible-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: The Field of SellingChapter 1: Selling and Salespeople Chapter 2: Building Partnering Relationships Part Two: Knowledge and Skill RequirementsChapter 3: Ethical and Legal Issues in Selling Chapter 4: Buying Behavior and the Buying Process Chapter 5: Using Communication Principles to Build Relationships Chapter 6: Adaptive Selling for Relationship Building Part Three: The Partnership ProcessChapter 7: Prospecting Chapter 8: Planning the Sales Call Chapter 9: Making the Sales Call Chapter 10: Strengthening the Presentation Chapter 11: Responding to Objections Chapter 12: Obtaining Commitment Chapter 13: Formal Negotiation Chapter 14: After the Sale: Building Long-Term Partnerships Part Four: The Salesperson as ProfessionalChapter 15: Managing Your Time and Territory Chapter 16: Managing Within Your Company Chapter 17: Managing Your Career