Selling: Building Partnerships

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

Selling: Building Partnerships, 7e remains the most innovative textbook in the Selling course area today with its unique role plays and partnering skills which are critical skills for all business people. The authors emphasize throughout the text on the need for salespeople to be flexible-to adapt their strategies to customer needs, buyer social styles, and relationship needs and strategies. This is followed by a complete discussion of how effective selling and career growth are achieved through planning and continual learning. This market leading text has been updated to continue its relevance in the Selling market today just as it was twenty years ago.

Genres: Business

552 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