Selling: Building Partnerships

by Barton A. Weitz, Stephen B. Castleberry, John F. Tanner

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.

Genres: Business

640 pages, Hardcover

First published November 1, 1991

Reviews

[Conner]

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]

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