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

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

Hardcover

ISBN 10: 0072315504 ISBN 13: 9780072315509

Publisher: McGraw Hill, 2000

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

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
• Publication date: 2000
• ISBN 10: 0072315504
• ISBN 13: 9780072315509
• Binding: Hardcover
• Edition number: 4
• Number of pages: 640