Selling

Integrates the partnerships/relationship theme in the selling course. This book presents selling theories and skills, and encourages the students to apply them. It features a revision of the traditional selling process, and a description of the buying and partnering processes used by business firms and the changes occurring in these processes.

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"Selling: Building Partnerships, 5/e", by Weitz, Castleberry, and Tanner is the first text to integrate the partnerships/relationship theme in the selling course. It presents selling theories and skills and encourages the students to practice applying them. This edition features a revision of the traditional selling process, a thorough description of the buying and partnering processes used by business firms and the changes occurring in these processes, how to build a career in selling, an emphasis on the role of the salesperson and highlights the way salespeople use technology to learn about, connect with, and build relationships with their customers.