Selling: Building Partnerships (Int'l Ed) -- Hardback （9 ed）

Castleberry, Stephen Bryon/ Tanner, John F.

Mcgraw-hill Education - Europe（2013/11発売）

• 製本 Hardcover:ハードカバー版
• 商品コード 9780071315500

Full Description

Sellingin the Selling course area today with its unique role plays and partnering skills which are critical skills for all business people. The authors emphasise throughout the text the need for salespeople to be flexible and 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.

Contents

PART ONE - KNOWLEDGE AND SKILL REQUIREMENTS Chapter 1Salespeople 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 TWO - 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 Chapter 14: Building Long-Term Partnerships PART THREE - THE 16: Managing within Your Company Chapter 17: Managing Your Career Role Play Case 1: Stubb's Bar-B-Q Role Play Case 2: NetSuite