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Selling: Building Partnerships, 11th edition remains faithful to the original goal of the product since its first edition-- that instructors don’t want to teach the history of selling, rather they want their students to know how it is done. While many things have changed in sales, such as the changing roles for technology and the increased use of multichannel go-to-market strategies, students still need to practice their newly learned skills, make ethical choices, and adapt their skills to their audience. Selling Building Partnerships addresses all of these with distinct roleplays, mini case studies, and current examples throughout. The products’ emphasis on value creation makes it appropriate not only for students pursuing a sales career, but also those who seek these skills for other roles in life and business.
Selling and Salespeople
Knowledge and Skill Requirements
Ethical and Legal Issues in Selling
Buying Behavior and the Buying Process
Using Communication Principles to Build Relationships
Adaptive Selling for Relationship Building
The Partnership Process
Prospecting
Planning the Sales Call
Making the Sales Call
Strengthening the Presentation
Responding to Objections
Obtaining Commitment
Formal Negotiating
Building Partnering Relationships
Building Long-Term Partnerships
The Salesperson as Manager
Managing Your Time and Territory
Managing within Your Company
Managing Your Career