Includes glossary and indexes. Weitz, B. A., Castleberry, S. B., & Tanner, J. F. (2009). Selling: Building partnerships. Boston: McGraw-Hill Irwin.

Part 1: The Field of Selling -- Chapter 1: Selling and Salespeople -- Chapter 2: Building Partnering Relationships -- Part 2: Knowledge and Skill Requirements -- Chapter 3: Ethical and Legal Issues in Selling -- Chapter 4: Buying Behavior and the Buying Process -- Chapter 5: Using Communication Principles to Build Relationships -- Chapter 6: Adaptive Selling for Relationship Building -- Part 3: The Partnership Process -- Chapter 7: Prospecting -- Chapter 8: Planning the Sales Call -- Chapter 9: Making the Sales Call -- Chapter 10: Strengthening the Presentation -- Chapter 11: Responding to Objections -- Chapter 12: Obtaining Commitment -- Chapter 13: Formal Negotiating -- Chapter 14: After the Sale: Building Long-Term Partnerships -- Part 4: The Salesperson as Manager -- Chapter 15: Managing Your Time and Territory -- Chapter 16: Managing within your Company -- Chapter 17: Managing our Career -- Role Play Case 1: Stubb's Bar-B-Q -- Role Play Case 2: NetSuite -- Photo Credits -- Endnotes -- Glossary -- Indexes

"The new seventh edition of selling: building partnerships includes everything you need to know to become a successful salesperson. The emphasis throughout the text is 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. Through the text's unique role-plays and partnering skills, this market leading textbook remains the most significant text in the market." - From the Book.