Chapter 1 Selling and SalespeoplePart 1 - KNOWLEDGE AND SKILL REQUIREMENTS Chapter 2 Ethical and Legal Issues in Selling Chapter 3 Buying Behavior and the Buying Process Chapter 4 Using Communication Principles to Build Relationships Chapter 5 Adaptive Selling for Relationship Building Part 2 - THE PARTNERSHIP PROCESS Chapter 6 Prospecting Chapter 7 Planning the Sales Call Chapter 8 Making the Sales Call Chapter 9 Strengthening the Presentation Chapter 10 Responding to Objections Chapter 11 Obtaining Commitment Chapter 12 Formal Negotiating Chapter 13 Building Partnering Relationships Chapter 14 Building Long-Term Partnerships Part 3 - THE SALESPERSON AS MANAGER Chapter 15 Managing Your Time and Territory Chapter 16 Managing within Your Company Chapter 17 Managing Your Career Role Play Case 1: Stubb's Bar-B-Q Role Play Case 2: NetSuite
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.