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Selling: Building Partnerships,New
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Selling: Building Partnerships, Tenth Edition remains the most innovative textbook in sales, featuring distinct roleplays, minicase studies, and a 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 that address customer needs, buyer social styles, and other relationship needs and strategies. This approach is followed by a thorough discussion of the salesperson as manager and how planning and continual learning enable effective selling and career growth. The text's emphasis on value creation makes it applicable for students who may not be interested in a sales career. As has been true of every edition since the first, the integration of ethics continues to be emphasized.New to This Edition?The textbook includes original examples written specifically for this edition.?New chapteropening profiles spotlight real salespeople.?New Building Partnerships boxed features provide detailed examples for chapter material.?Chapters have been updated with the latest academic and industry research in areas such as ethics, corporate culture, success characteristics, and job trends.?New Sales Technology features appear in every chapter, illustrating the technology used as well as the challenges technology creates. The book also introduces the Internet of Things and examines its influence on repurchase behavior and customer relationships. ?All new From the Buyer's Seat boxed features aid future salespeople in understanding the buyer's point of view.?New roleplays are included, featuring Purina ONE SmartBlend and Gartner Consulting.?Each chapter includes a new or significantly revised minicase as well as favorite minicases from which instructors can select.
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This product may contain chemicals known to the State of California to cause cancer, birth defects, or other reproductive harm.
For more information, please visit www.P65Warnings.ca.gov.
- Q: What is the main focus of 'Selling: Building Partnerships'? A: The textbook focuses on the partnership process in sales, emphasizing the importance of flexibility, adapting strategies to meet customer needs, and developing the necessary knowledge and skills for successful business professionals.
- Q: What are some new features in the Tenth Edition? A: New features include original examples, chapter-opening profiles of real salespeople, updated research on ethics and corporate culture, and new role-plays and mini-cases relevant to current sales scenarios.
- Q: How does this book address the integration of ethics in sales? A: Ethics is emphasized throughout the textbook, with discussions on its importance in building trust and long-term relationships with customers, providing a strong foundation for ethical selling practices.
- Q: Is this textbook suitable for students not pursuing a sales career? A: Yes, the focus on value creation and partnership strategies makes it applicable for all students, even those who may not be interested in a sales career.
- Q: What is the length and binding type of the book? A: The book has 592 pages and is available in hardcover binding.
- Q: Who is the author of 'Selling: Building Partnerships'? A: The author of the textbook is Stephen Castleberry.
- Q: When was the Tenth Edition published? A: The Tenth Edition of 'Selling: Building Partnerships' was published on February 9, 2018.
- Q: What kind of role-plays are included in this edition? A: This edition includes new role-plays featuring scenarios such as Purina ONE SmartBlend and Gartner Consulting, designed to enhance practical learning.
- Q: Does the book include any technology-related content? A: Yes, there are Sales Technology features in every chapter that illustrate the use of technology in sales and discuss the challenges it presents.
- Q: What are mini-cases, and how are they used in this textbook? A: Mini-cases are short, practical examples included at the end of each chapter, helping instructors illustrate key concepts and engage students in real-world sales situations.