Selling: Building Partnerships

by Stephen Bryon Castleberry, John Tanner

Selling: Building Partnerships 9e remains the most innovative textbook in Selling with its unique role plays, mini-cases, and focus on knowledge and skills critical to the partnership process and successful business professionals. Emphasized throughout is the need for salespeople to be flexible and adapt strategies to customer needs, buyer social styles, and other relationship needs and strategies. This is followed by thorough discussion of the salesperson as manager and how planning and continual learning enable effective selling and career growth. This market-leading textbook has been recently updated to include McGraw-Hill's Connect and SmartBook (available Summer 2016).

Genres: Business

576 pages, Hardcover

First published November 1, 1991

Reviews

[Conner · Rating 3 out of 5]

Books specializing in one topic written by a sales leader passionate about that topic will always be better, but this could be a good book to reference (at least give a starting point) a topic of current interest. See what things you may not have considered and google deeper into the topic or buy a book if it’s something that could help a lot.

Several of the pages or paragraphs can or should be ignored.

[Julienne · Rating 4 out of 5]

This is a good introduction to sales, but it is really geared to students who have little work experience. The CONNECT case studies are really beneficial, but dated. It’s time to update the videos used so student can be more engaged.

[Jonathan]

None

[Semi-Academic Eric]

4e

[Semi-Academic Eric]

4th edition