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Solution Manual (Download Now) For Selling: Building Partnerships 10th Edition By Castleberry ISBN 10: 1259573206, ISBN 13: 9781259573200

Authors:

John Tanner · Stephen Castleberry

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Solution Manual (Download Now)  For Selling: Building Partnerships 10th Edition By Stephen Castleberry, John Tanner

ISBN 10: 1259573206, ISBN 13: 9781259573200

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Solution Manual (Download Now) For Selling: Building Partnerships 10th Edition By Castleberry

Solution Manual (Download Now) For Selling: Building Partnerships 10th Edition By Stephen Castleberry, John Tanner

ISBN 10: 1259573206, ISBN 13: 9781259573200

Table Of Content

Preface

Acknowledgments
About the Authors
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
11 Obtaining Commitment
12 Formal Negotiating
13 Building Partnering Relationships
14 Building Long-Term Partnerships
Part 3 The Salesperson as Manager
15 Managing Your Time and Territory
16 Managing within Your Company
17 Managing Your Career
Role Play Case 1 Purina ONE SmartBlend Dog Food
Role Play Case 2 Gartner
Glossary
Endnotes
Indexes

About the Author

Stephen Castleberry

Stephen Castleberry received his Ph.D. in business administration from the University of Alabama. He is professor of marketing and head of the Marketing Department at the University of Minnesota Duluth. In addition to personal selling, he teaches marketing principles, marketing ethics, and marketing research. He has also taught at Northern Illinois University and the University of Georgia. He has published more than 45 referred national and international journal articles and is the past marketing editor of the Journal of Applied Business Research.

John Tanner

John F. Tanner, Jr. earned his Ph.D. at the University of Georgia and is dean, Strome College of Business, Old Dominion University. Before entering academia, he spent eight years with Rockwell International and Xerox Corporation as a salesperson and marketing manager. Dr. Tanner has received several awards for teaching effectiveness and research, including the Distinguished Teacher award from the Society of Marketing Advances. He has been named Reviewer of the Year and Co-author of the Paper of the Year by the Journal of Personal Selling and Sales Management. Dr. Tanner has authored or co-authored 15 books and has published more than 80 articles. He has received research grants from the Center for Exhibition Industry Research, the Institute for the Study of Business Markets, the University Research Council, and the Walmart Foundation. Currently, he is the editor of Marketing Educators’ Review.