Selling: Building Partnerships (Int'l Ed) (COLLEGE IE OVERRUNS) - Hardcover

Castleberry, Stephen B.; Tanner Jr., John F.

Hardcover

ISBN 10: 0071315500 ISBN 13: 9780071315500

Publisher: McGraw Hill, 2013

Synopsis

Selling: Building Partnerships, 9e remains the most innovative textbook in the Selling course area today with its unique role plays and partnering skills which are critical skills for all business people. The authors emphasise throughout the text the need for salespeople to be flexible and to adapt their strategies to customer needs, buyer social styles, and relationship needs and strategies. This is followed by a complete discussion of how effective selling and career growth are achieved through planning and continual learning. This market-leading text has been updated to continue its relevance in the Selling market today just as it was twenty years ago.

About this title

About the Author:

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.

About this edition

• Publisher: McGraw Hill
• Publication date: 2013
• ISBN 10: 0071315500
• ISBN 13: 9780071315500
• Binding: Hardcover
• Number of pages: 578