Title: Selling: Building Partnerships (10th Edition)
Authors: Stephen B. Castleberry, John F. Tanner Jr., Raj Echambadi
Publisher: McGraw-Hill Education; 10th edition (January 11, 2018)
Description:
“Selling: Building Partnerships” provides a comprehensive overview of the principles and practices of professional selling. In this 10th edition, authors Stephen B. Castleberry, John F. Tanner Jr., and Raj Echambadi offer insights into the dynamic world of sales, emphasizing the importance of building long-term partnerships with customers.
The book covers essential topics such as understanding buyer behavior, creating value through consultative selling, managing relationships, and leveraging technology in the sales process. Through real-world examples, case studies, and practical exercises, readers learn how to develop effective selling strategies and cultivate mutually beneficial relationships with customers.
Whether you’re a student preparing for a career in sales or a sales professional seeking to enhance your skills, “Selling: Building Partnerships” serves as a valuable resource for mastering the art and science of successful selling in today’s competitive marketplace. With its emphasis on building trust, adding value, and fostering collaboration, this edition equips readers with the tools necessary to thrive in the dynamic field of sales.