Personal Selling: Building Customer Relationships and Partnerships

Did you know nearly twenty percent of all college graduates, regardless of major, will start their careers in professional sales? Now is an especially exciting and challenging time to study professional selling. Personal Selling: Building Customer Relationships and Partnerships uses a pragmatic, up-to-date, realistic, upbeat, and professional approach to the study of personal selling (specifically business to business). The text, written in a conversational style, creates diverse real-world experiences for students through experiential learning such as Internet exercises, role plays, case studies, and self-assessment tools. To help the reader relate more realistically to a new career in the business-to-business sales field, the publication includes On the Frontlines: The Life of a Salesperson vignettes. These features throughout the publication follow the real-world personal selling experiences of a recent college graduate. Personal Selling: Building Customer Relationships and Partnerships: Presents considerable theoretical material and depicts practical application of the theory Gives many real world company examples that allow students to further enhance their understanding of the concepts. Addresses the increased importance of ethics and legal issues in personal selling and business Describes the use of high-tech tools and the advantages (and a few disadvantages from excessive use) to sell more efficiently and effectively. Embeds Inside Personal Selling profiles in each chapter. These profiles present salespeople from diverse backgrounds who sell diverse products for various types of organizations. Features several personal assessment tools for the reader to assess his/her strengths and weaknesses. Topics include those on ethics and communication styles.