Sale!

Test Bank for Selling: Building Partnerships, 10th Edition, Stephen Castleberry, John Tanner

Name: Test Bank for Selling: Building Partnerships, 10th Edition, Stephen Castleberry, John Tanner
Availability: InStock

Original price was: $55.00.Current price is: $29.99.

Test Bank for Selling: Building Partnerships, 10th Edition, Stephen Castleberry, John Tanner,

Download sample

Category: Test Bank

Description

Instant download Test Bank for Selling: Building Partnerships, 10th Edition, Stephen Castleberry, John Tanner pdf docx epub after payment.

Product details:

ISBN-10 ‏ : ‎ 1259573206
ISBN-13 ‏ : ‎ 978-1259573200
Author: Stephen B Castleberry; John F Tanner Jr.

Selling: Building Partnerships 10e, 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.

1 Selling and Salespeople

Part 1 Knowledge and Skill Requirements

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

Part 2 The Partnership Process

6 Prospecting

7 Planning the Sales Call

8 Making the Sales Call

9 Strengthening the Presentation

10 Responding to Objections