Emphasizes the need for salespeople to be flexible - to adapt their strategies to customer needs, buyer social styles, and relationship needs and strategies. This title discusses how effective selling and career growth are achieved through planning and continual learning.
"Selling: Building Partnerships, 8/e" remains the most innovative textbook in the Selling course area today with its unique role plays and partnering skills which are critical skills for all business people. The authors emphasize throughout the text the need for salespeople to be flexible - 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.
Part 1 Knowledge and Skill Requirements
- Ethical and Legal Issues in Selling
- Buying Behavior and the Buying Process
- Using Communication Principles to Build Relationships
, etc.
Part 2 The Partnership Process
- Prospecting
- Planning the Sales Call
- Making the Sales Call
, etc.
Part 3 The Salesperson as Manager
- Managing Your Time and Territory
- Managing within Your Company
- Managing Your Career