Selling: Building Partnerships (Mcgraw-Hill/Irwin Series in Marketing) - Hardcover

Barton A. Weitz; Stephen Bryon Castleberry; John F. Tanner

Hardcover

ISBN 10: 0072549289 ISBN 13: 9780072549287

Publisher: Mcgraw-Hill (Tx), 1854

Synopsis

This text focuses on the partnership/relationship theme in selling. It places emphasis on diversity, includes international selling perspectives and learning aids include role-play exercises, Internet exercises, case studies, sales rep profiles and different selling scenarios.

About this title

From the Publisher:

TBD
Expanded coverage of the Internet: The authors added more discussion of Internet and email as a source of leads (e.g. search engines, Banner ads, extranets, e-commerce, and problem of SPAMing). The authors also address how the Internet has helped customers to learn more about the salesperson. This increased Internet coverage will help students to see how the Internet will be a valuable tool for planning and managing a sales territory.
Expanded coverage of technology: The authors have added coverage of technology and how it impacts the salesperson's life. The authors discuss Palm Tops, Cell Phones, the Internet, presentation software, and voice mail and ways to manage these technologies to achieve the highest level of success. This technology discussion includes coverage of SIC and newer NAICS as helpful tools when prospecting.
More Canadian Examples: The authors have added more Canadian and global examples in general to every chapter to broaden the students perspective and understanding of selling theories and how they are applied.
New coverage of Training formats: The authors discuss training formats which highlight features and benefits includes FAB (features, advantages, benefits) and FEBA (features, evidence, benefits, agreement). Most sales representatives will be involved in extensive training and this early exposure to training formats will prepare them for what is to come.
There is more coverage of lead qualification and management systems. This coverage includes prequalifications systems. This coverage gives the students a window to the real world of selling.
Relationship theme: The building relationships continue to be the central theme for this text. Our customers love reinforcing the importance of developing relationships with customers.
Selling Scenarios and Building Partnerships Scenarios: Located in each chapter , Selling Scenarios present the real-life experiences of professional salespeople. Most Selling Scenarios are new to this edition; many were written specifically for the text and reinforce the concepts and present applications of selling principles. Also in each chapter is a Building Partnerships Scenario that emphasizes relationships.
Thinking it Through boxes: This feature helps students to internalize key concepts. Many of these boxes are focused on technology. Thinking it Through is an involving exercise that can be the substance for a lively classroom dialogue or a short-essay exam question. Most important for student, it will allow them to experience the concepts as they read, increasing their comprehension and retention. There will be 2 per chapter, one will be technology-oriented .
Chapter opening sales rep profiles: Each chapter begins with a Sales Representative Profile. Students love this feature because it makes the selling career seem more real as they read about professionals, their career path, and keys to success. Many of the chapter profiles are new.
New role-play exercises: Students can practice their partnering skills in a friendly environment that will encourage personal growth. The role-plays are written to serve as minicases, which is unique to this text. Student observers will see situations that call for applications of many of the concepts and principles covered in the text. Both vicarious and experiential learning are enhanced by the observers.
Mini-Cases: Mini-Cases also appears at the end of chapter. The authors have found these cases work well as daily assignments and as frameworks for lectures, discussion, or small-group practices. Some cases are tied to the videotapes for complete integration. Many of them have been tested in the authors' classes and have been refined based on student feedback. Most of the cases are new.
Explore the Net : You will find a number of exercises that encourage students to apply material from the chapters and integrating it with information from the Internet. This exercise teaches the students how the Internet is used by sales people and reinforces what a wonderful resource and tool it is.
Building Partnership Boxes: This interesting box features how companies have found success in building partnerships with customers and it is found in every chapter.

About the Author:

Stephen Castleberry is Professor of Marketing and Marketing Department Head at the University of Minnesota Duluth. In addition to personal selling, he teaches marketing principles, marketing ethics, and marketing research. Prior to UMD he held positions (including Department Head) at both Northern Illinois University and the University of Georgia. He has published over 45 referred national and international journal articles and is the past marketing editor of the Journal of Applied Business Research. Outside of University life, Steve's responsibilities include running his 100 acre working farm in northern Wisconsin, serving his community as a firefighter and engineer, and raising eight children with wife Susie.

About this edition

• Publisher: Mcgraw-Hill (Tx)
• Publication date: 1854
• ISBN 10: 0072549289
• ISBN 13: 9780072549287
• Binding: Hardcover
• Edition number: 5