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castleberry s selling building partnerships 11ed 2022

Type:: E-books
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Size:: 29.0 MB
Uploaded On:: Nov. 11, 2022, 10:14 a.m.
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Textbook in PDF format 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

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Castleberry S. Selling. Building Partnerships 11ed 2022.pdf 29.0 MB

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castleberry s selling building partnerships 11ed 2022