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.
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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
