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Full Description
Selling: Building Partnerships, remains faithful to the original goal of the product since its first edition—that instructors don't want to teach the history of selling, rather they want their students to know how it is done. While many things have changed, students still need to practice newly learned skills, make ethical choices, and adapt their communication styles appropriately to the situation and audience. Selling: Building Partnerships, addresses all of these with distinct role plays, mini-case studies, and current examples throughout. The emphasis on value creation makes this product applicable not only for students interested in a sales career, but also provides skills that will serve them in other roles and life.
Contents
1. Selling and Salespeople
2. Ethical and Legal Issues in Selling
3. Buying Behavior and the Buying Process
4. Using Communication Principles to Build Relationships
5. Adaptive Selling for Relationship Building
6. Prospecting
7. Planning the Sales Call
8. Making the Sales Call
9. Strengthening the Presentation
10. Responding to Objections
11. Obtaining Commitment
12. Formal Negotiating
13. Building Partnering Relationship
14. Building Long-Term Partnerships
15. Managing Your Time and Territory
16. Managing within Your Company
17. Managing Your Career
