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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