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Selling Building Partnerships

Selling: Building Partnerships, 7e remains the most innovative textbook in the Selling course area today with its unique role plays and partnering skills which are critical skills for all business people. The authors emphasize throughout the text on the need for salespeople to be flexible-to adapt their strategies to customer needs, buyer social styles, and relationship needs and strategies. This is followed by a complete discussion of how effective selling and career growth are achieved through planning and continual learning. This market leading text has been updated to continue its relevance in the Selling market today just as it was twenty years ago.
Their Other Books

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Sales Management

Tanner is the only book on the market that prepares students to become effective sales managers in today’s hyper-competitive, global economy—by integrating current technology, research, and strategic thinking activities.
KEY TOPICS: Strategic Planning; Sales Leadership; Analyzing Customers and Markets; Designing and Developing the Sales Force; Process Management; Measurement, Analysis, and Knowledge Management; Cases
For anyone looking for an up-to-date book on sales management with an emphasis on CRM.

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The Hard Truth About Soft-Selling

Meticulously researched and artfully crafted, "The Hard Truth About Soft-Selling" reveals a profession that has lost its wayþu and, maybe its mind. Are salespeople being reduced to little more than professional visitors? Authors Dudley and Tanner offer a thoughtful and challenging counterpoint to the soft selling craze, and convincingly remind salespeople everywhere what it means to sell with honor, pride and intention.

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Business Marketing: Connecting Strategy, Relationships and Learning

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.

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Selling Outside Your Culture Zone

With over half of the population projected to be non-Anglo by 2050, this is a must-read for any salesperson whose goal is success in the booming multicultural marketplace. You'll take away world-savvy sales skills, putting more money in your pocket and becoming a greater asset to your company.Experts worldwide acclaim the detailed techniques and step-by-step, multicultural selling process revealed in this book.
 
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