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Book Details

Cover of Selling

Selling : building partnerships

By STEPHEN BRYON CASTLEBERRY (Author) , JOHN F. TANNER (Author)
ISBN 9780071315500
Pages 576
Year 2014
Edition 0
Subject MARKETING
Rs 3427.60 Rs 2742.08
Description
Selling: Building Partnerships remains the most innovative textbook in the sales and marketing area offering partnership skill for all subject people.
About Author(s)
 Stephen Castleberry received his Ph.D. in business administration from the University of Alabama. He is professor of marketing and head of the Marketing Department at the University of Minnesota Duluth. In addition to personal selling, he teaches marketing principles, marketing ethics, and marketing research.John F. (Jeff) Tanner Jr. is Professor of Marketing at Baylor University's Hankamer School of Business and an active consultant in the areas of marketing strategy and customer relationship management. He has published over 70 articles in the leading marketing journals, as well as 13 other books.
Content
Preface

Acknowledgements

About the Authors

Chapter 1: Selling and Salespeople

PART ONE 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 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 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: Stubb's Bar-B-Q

Role Play Case 2: Netsuite

Photo Credits

Glossary

Indexes

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