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Selling: Building Partnerships (Hardcover)

Stephen Bryon Castleberry

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ISBN 10: 0077861000 / ISBN 13: 9780077861001
New Condition: New Hardcover
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About this Item

Hardcover. 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 proc.Shipping may be from multiple locations in the US or from the UK, depending on stock availability. 576 pages. 1.170. Bookseller Inventory # 9780077861001

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Bibliographic Details

Title: Selling: Building Partnerships (Hardcover)

Publication Date: 2013

Binding: Hardcover

Book Condition:New

Edition: 9th.

About this title

Synopsis:

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).

About the Author:

Dr. Tanner is dean, Strome College of Business, Old Dominion University. He earned his PhD from the University of Georgia. Prior to entering academia, Dr. Tanner spent eight years in industry with Rockwell International and Xerox Corporation as both salesperson and marketing manager.  Dr. Tanner has received several awards for teaching effectiveness and research, including the Distinguished Teacher award from the Society of Marketing Advances.  He has also been named Reviewer of the Year and coauthor of the Paper of the Year by the Journal of Personal Selling and Sales Management. Dr. Tanner has authored or coauthored 15 books, and has published over 80 articles. He has received research grants from the Center for Exhibition Industry Research, the Institute for the Study of Business Markets, the University Research Council, the Walmart Foundation, and others.   He is currently the editor of Marketing Educators' Review and has served as special issue editor for the Journal of Personal Selling and Sales Management. Dr. Tanner has been a featured presenter at executive workshops and conferences for organizations such as the Marketing Science Institute, National Retail Federation, Canadian Association of Exhibition Managers, and Oracle's OpenWorld.  His consulting clients include IBM, Cabela's, EMC, SAP, and others.  Jeff and his wife also breed and race thoroughbred horses. 

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