This text focuses on the partnership/relationship theme in selling. It places emphasis on diversity, includes international selling perspectives and learning aids include role-play exercises, Internet exercises, case studies, sales rep profiles and different selling scenarios.

Selling: Building Partnerships (The Irwin/McGraw-Hill Series in Marketing)

Business & Money

Weitz, Barton A.

Castleberry, Stephen B.

Tanner, John F.

Marketing & Sales

Irwin Professional_Pub

This text is targeted at the undergraduate Business Marketing course. It introduces the concepts of marketing to businesses and stresses the importance of building relationships with customers.

Business Marketing: Connecting Strategy, Relationships, and Learning

Dwyer, F. Robert

Tanner,John

Management & Leadership

McGraw/Hill/Irwin

Using real people, real stories, real examples, and real situations, Selling: Building Partnerships, 6/e, delivers an exciting new approach that will help your students develop the partnerships that will promote success in their careers and in their lives. Selling presents selling theories and skills and gives students plenty of opportunity to apply them, showing how salespeople operate in real-life selling situations. This gives students a solid foundation for the more specific sales training they receive on the job.

Selling: Building Partnerships

Economics

Richard D.Irwin

Continually placing the student in the role of the sales manager, this book focuses on the "personal" side of the job. It recognizes that sales managers do not start from scratch, but inherit sales programmes which must be worked and changed from within. Terminology is fully explained.

Managing Salespeople

Enis, Ben M.

Chonko, Lawrence B.

Allyn&Bacon

Selling: Building Partnerships (The Irwin Series in Marketing)

This text was the first to integrate the partnerships/relationship theme in the selling course. This theme was expanded and elaborated upon in the third edition.

Selling: Building Partnerships (Irwin/McGraw-Hill Series in Marketing)

Product Description 
Selling: Building Partnerships, 11e remains faithful to the original goal of the product since its first edition-- that instructors don’t want to teach the history of selling, rather they want their students to know how it is done. While many things have changed in sales, such as the changing roles for technology and the increased use of multichannel go-to-market strategies, students still need to practice their newly learned skills, make ethical choices, and adapt their skills to their audience. 
 Selling; Building Partnerships addresses all of these with distinct roleplays, mini case studies, and current examples throughout. The products’ emphasis on value creation makes it appropriate not only for students pursuing a sales career, but also those who seek these skills for other roles in life and business. \nNew to This Edition: 
• Brand new chapter opening profiles 
• Brand new From the Buyer’s Seat boxed items 
• Brand new Building Partnerships boxed items 
• Brand new Sales Technology boxed items 
• Brand new End-Of-Chapter Role Play Cases - while we continue to use Gartner as the company, the customers have all changed throughout\nAbout the Author 
Stephen Castleberry received his Ph.D. in business administration from the University of Alabama. He is professor of marketing and head of the Marketing Department at the University of Minnesota Duluth. In addition to personal selling, he teaches marketing principles, marketing ethics, and marketing research. He has also taught at Northern Illinois University and the University of Georgia. He has published more than 45 referred national and international journal articles and is the past marketing editor of the Journal of Applied Business Research.\nJohn F. Tanner, Jr. earned his Ph.D. at the University of Georgia and is dean, Strome College of Business, Old Dominion University. Before entering academia, he spent eight years with Rockwell International and Xerox Corporation as a salesperson and marketing manager. Dr. Tanner has received several awards for teaching effectiveness and research, including the Distinguished Teacher award from the Society of Marketing Advances. He has been named Reviewer of the Year and Co-author of the Paper of the Year by the Journal of Personal Selling and Sales Management. Dr. Tanner has authored or co-authored 15 books and has published more than 80 articles. He has received research grants from the Center for Exhibition Industry Research, the Institute for the Study of Business Markets, the University Research Council, and the Walmart Foundation. Currently, he is the editor of Marketing Educators' Review.

McGraw=Hill

Product Description Selling: Building Partnerships, 11e remains faithful to the original goal of the product since its first edition-- that instructors don’t want to teach the history of selling, rather they want their students to know how it is done. While many things have changed in sales, such as the changing roles for technology and the increased use of multichannel go-to-market strategies, students still need to practice their newly learned skills, make ethical choices, and adapt their skills to their audience. Selling; Building Partnerships addresses all of these with distinct roleplays, mini case studies, and current examples throughout. The products’ emphasis on value creation makes it appropriate not only for students pursuing a sales career, but also those who seek these skills for other roles in life and business. New to This Edition:• Brand new chapter opening profiles• Brand new From the Buyer’s Seat boxed items• Brand new Building Partnerships boxed items• Brand new Sales Technology boxed items• Brand new End-Of-Chapter Role Play Cases - while we continue to use Gartner as the company, the customers have all changed throughout About the Author Stephen Castleberry received his Ph.D. in business administration from the University of Alabama. He is professor of marketing and head of the Marketing Department at the University of Minnesota Duluth. In addition to personal selling, he teaches marketing principles, marketing ethics, and marketing research. He has also taught at Northern Illinois University and the University of Georgia. He has published more than 45 referred national and international journal articles and is the past marketing editor of the Journal of Applied Business Research.John F. Tanner, Jr. earned his Ph.D. at the University of Georgia and is dean, Strome College of Business, Old Dominion University. Before entering academia, he spent eight years with Rockwell International and Xerox Corporation as a salesperson and marketing manager. Dr. Tanner has received several awards for teaching effectiveness and research, including the Distinguished Teacher award from the Society of Marketing Advances. He has been named Reviewer of the Year and Co-author of the Paper of the Year by the Journal of Personal Selling and Sales Management. Dr. Tanner has authored or co-authored 15 books and has published more than 80 articles. He has received research grants from the Center for Exhibition Industry Research, the Institute for the Study of Business Markets, the University Research Council, and the Walmart Foundation. Currently, he is the editor of Marketing Educators' Review.

Loose Leaf for Selling

See the best price to sell, buy, or rent books by Tanner, John F.. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Tanner, John F.

See the best price to sell, buy, or rent books by Tanner, John F.. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Selling: Building Partnerships (The Irwin/McGraw-Hill Series in Marketing)

Business Marketing: Connecting Strategy, Relationships, and Learning

Selling: Building Partnerships

Selling: Building Partnerships

Managing Salespeople

Selling: Building Partnerships (The Irwin Series in Marketing)

Selling: Building Partnerships (Irwin/McGraw-Hill Series in Marketing)

Selling: Building Partnerships

Loose Leaf for Selling