Selling : Building Partnerships

Learn the theory of selling and then apply the principles to developing selling strategies and tools. The authors integrate the partnership/relationship theme of long-term selling and also cover the use of cell phones, presentation software and other technologies in the new marketplace. This revision has expanded coverage of the Internet and more global and Canadian examples.

Barton A. Weitz is the J. C. Penney Eminent Scholar and chair of the marketing department in the Warrington College of Business Administration at the University of Florida.

Prologue

xxv

PART 1 The Field of Selling

1

(82)

Selling and Salespeople

2

(28)

Building Partnering Relationships

30

(24)

Ethical and Legal Issues in Selling

54

(29)

PART 2 Knowledge and skill Requirements

83

(98)

Buying Behavior and the Buying Process

84

(38)

Using Communications Principles to Build Relationships

122

(34)

Adaptive Selling for Relationship Building

156

(25)

PART 3 The Partnership Process

181

(232)

Prospecting

182

(32)

Planning the Sales Call

214

(30)

Making the Sales Call

244

(36)

Strengthening the Presentation

280

(34)

Responding to Objections

314

(34)

Obtaining Commitment

348

(30)

Building Long-Term Partnerships

378

(35)

PART 4 Special Applications

413

(66)

Formal Negotiating

414

(30)

Selling to Resellers

444

(35)

PART 5 The Salesperson as Manager

479

(102)

Managing Your Time and Territory

480

(34)

Managing within Your Company

514

(32)

Managing Your Career

546

(35)

Role Play Cases

581

(9)

Notes

590

(15)

Glossary

605

(13)

Indexes

618

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Selling : Building Partnerships

Summary

Author Biography

Table of Contents

Supplemental Materials