Selling Building Partnerships 10th Edition Castleberry Test Bank

Selling Building Partnerships 10th Edition Castleberry Test Bank

Product details:

• ISBN-10 ‏ : ‎ 1259573206
• ISBN-13 ‏ : ‎ 978-1259573200
• Author: Stephen Castleberry

Selling: Building Partnerships, Tenth Edition remains the most innovative textbook in sales, featuring distinct role-plays, mini-case studies, and a 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 that address customer needs, buyer social styles, and other relationship needs and strategies. This approach is followed by a thorough discussion of the salesperson as manager and how planning and continual learning enable effective selling and career growth. The text’s emphasis on value creation makes it applicable for students who may not be interested in a sales career. As has been true of every edition since the first, the integration of ethics continues to be emphasized.

Table contents:

1. Chapter 1 Selling and Salespeople
2. Part 1 Knowledge and Skill Requirements
3. Chapter 2 Ethical and Legal Issues in Selling
4. Chapter 3 Buying Behavior and the Buying Process
5. Chapter 4 Using Communication Principles to Build Relationship
6. Chapter 5 Adaptive Selling for Relationship Building
7. Part 2 The Partnership Process
8. Chapter 6 Prospecting
9. Chapter 7 Planning the Sales Call
10. Chapter 8 Making the Sales Call
11. Chapter 9 Strengthening the Presentation
12. Chapter 10 Responding to Objections
13. Chapter 11 Obtaining Commitment
14. Chapter 12 Formal Negotiating
15. Chapter 13 Building Partnering Relationships
16. Chapter 14 Building Long-Term Partnerships
17. Part 3 The Salesperson as Manager
18. Chapter 15 Managing Your Time and Territory

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