Selling : Building Partnerships （9TH）

Castleberry, Stephen B./ Tanner, John F., Jr.

Irwin Professional Pub（2013/10発売）

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製本 Hardcover:ハードカバー版／ページ数 496 p.
言語 ENG
商品コード 9780077861001
DDC分類 658.85

Full Description

SellingSelling with its unique role plays, mini-cases, and 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 to customer needs, buyer social styles, and other relationship needs and strategies. This is followed by thorough discussion of the salesperson as manager and how planning and continual learning enable effective selling and career growth. This market-leading textbook has been recently updated to include McGraw-Hill's Connect and SmartBook (available Summer 2016).

PART ONE - KNOWLEDGE AND SKILL REQUIREMENTSChapter 1: Selling and SalespeopleChapter 2: Ethical and Legal Issues in SellingChapter 3: Buying Behavior and the Buying ProcessChapter 4: Using Communication Principles to Build RelationshipsChapter 5: Adaptive Selling for Relationship BuildingPART TWO - THE PARTNERSHIP PROCESSChapter 6: ProspectingChapter 7: Planning the Sales CallChapter 8: Making the Sales CallChapter 9: Strengthening the PresentationChapter 10: Responding to ObjectionsChapter 11: Obtaining CommitmentChapter 12: Formal NegotiatingChapter 13: Building Partnering RelationshipsChapter 14: Building Long-Term PartnershipsChapter 15: Managing Your Time and TerritoryChapter 16: Managing within Your CompanyChapter 17: Managing Your CareerRole Play Case 1: Stubb's Bar-B-QRole Play Case 2: NetSuiteNER(01): WOW