Description
Selling: Building Partnerships, 11 Edition remains faithful to the original goal of the products 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, such as the changing roles for technology and salespeople and the increased use of multi-channel go-to-market strategies, students still need to practice newly learned skills, make ethical choices, and adapt their communication skills given the situation and audience. Selling; Building Partnerships addresses all of these with distinct role-plays, mini-case studies, and current examples throughout. The product?s emphasis on value creation makes it applicable for students who may not be interested in a sales career, but rather the skills that will serve them in other roles and lifeNew to This Edition:? Brand new chapter opening profiles? Brand new From the Buyer?s Seatd items? Brand new Building Partnershipsd items? Brand new Sales Technologyd items? Brand new End-Of-Chapter Role Play Cases – while we continue to use Gartner as the company, the customers have all changed throughout
