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Selling: Building Partnerships Hardcover – 17 October 2013

4.4 out of 5 stars 127 ratings
Edition: 9th
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With role plays, mini-cases, and focus on knowledge and skills critical to the partnership process and successful business professionals, this book suggests salespeople to be flexible and adapt strategies to customer needs, buyer social styles, and other relationship needs and strategies.
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  1. ISBN-10
    0077861000
  2. ISBN-13
    978-0077861001
  3. Edition
    9th
  4. Publisher
    McGraw Hill
  5. Publication date
    17 October 2013
  6. Language
    English
  7. Dimensions
    22.61 x 2.79 x 25.91 cm
  8. Print length
    576 pages
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Selling: Building Partnerships
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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.

Product details

  • Publisher ‏ : ‎ McGraw Hill
  • Publication date ‏ : ‎ 17 October 2013
  • Edition ‏ : ‎ 9th
  • Language ‏ : ‎ English
  • Print length ‏ : ‎ 576 pages
  • ISBN-10 ‏ : ‎ 0077861000
  • ISBN-13 ‏ : ‎ 978-0077861001
  • Item weight ‏ : ‎ 1.22 kg
  • Dimensions ‏ : ‎ 22.61 x 2.79 x 25.91 cm
  • Customer Reviews:
    4.4 out of 5 stars 127 ratings

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Stephen Bryon Castleberry

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  • Maya
    5.0 out of 5 stars Great and Pretty Fun
    Reviewed in the United States on 26 February 2015
    Format: HardcoverVerified Purchase
    I really like this book! It is very easy to comprehend for anyone looking to learn the principles/basics of selling. The graphics also keep even a child engaged, but the content is very helpful. Anyone interested in sales or looking to sell themselves better will benefit from this book.
    Report
  • Elaine Devin
    5.0 out of 5 stars Way cheaper than book store
    Reviewed in Canada on 1 April 2024
    Format: HardcoverVerified Purchase
    Looked for this text book at my school it was like 100.00 this copy was in excellent condition great price
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  • Sage Elias
    5.0 out of 5 stars Easy to read.
    Reviewed in the United States on 29 November 2017
    Format: HardcoverVerified Purchase
    Good for my class, i did not get the right edition, but this book still covered all the material, and was easy to understand and read
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  • Kitty
    5.0 out of 5 stars Great book. I have a stellar professor teaching this ...
    Reviewed in the United States on 24 February 2017
    Format: HardcoverVerified Purchase
    Great book. I have a stellar professor teaching this class to boot. Linkedin network person said that Stephen Castleberry rocks in the workshop as well.
    Report
  • Kelly Hahn
    4.0 out of 5 stars Helpful for Career choices, and an easy read
    Reviewed in the United States on 2 September 2016
    Format: HardcoverVerified Purchase
    I purchased this book for my Personal Selling course this semester. So far, I find the book informative, yet a very easy read- full of helpful hints and case studies. I think the most relevant thing is that there is focus on how to use the skills learned in the book as part of your every day life, as well as when you look to career choices and selling your resume.
    Report