Selling Building Partnerships 9th Edition Castleberry Test Bank
Product details:
- ISBN-10 : 0077861000
- ISBN-13 : 978-0077861001
- Author: John F. Tanner, Stephen Castleberry
Selling: Building Partnerships 9e remains the most innovative textbook in Selling 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).
Table contents:
PART ONE – KNOWLEDGE AND SKILL REQUIREMENTS
Chapter 1: Selling and Salespeople
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
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