Overview: Selling: Building Partnerships, 5/e, by Weitz, Castleberry, and Tanner is the first text to integrate the partnerships/relationship theme in the selling course. It presents selling theories and skills and encourages the students to practice applying them. This edition features a revision of the traditional selling process, a thorough description of the buying and partnering processes used by business firms and the changes occurring in these processes, how to build a career in selling, an emphasis on the role of the salesperson and highlights the way salespeople use technology to learn about, connect with, and build relationships with their customers. New Features: · Relationship Theme: While this theme is retained from the last edition, the use of technology to support face-to-face relationships is expanded to underscore its importance in selling. In spite of the growth of the Internet, face-to-face meetings and personal relationships between sellers and buyers is more important than ever. The idea and importance of relationship marketing is highlighted throughout the text, emphasizing how crucial relationships are to a firm’s profitability and success. · Renewed Emphasis on Ethics: Professional sales ethics have always been the hallmark of this text and the new edition integrates ethics throughout each chapter, as well as in devoted discussion questions to this topics. Many of the discussion questions are identified by a special icon in the margin, underscoring to the student the importance of ethics in professional sales. · Increased Cross-Cultural Coverage: Current and continued emphasis on selling examples from Canada, Mexico, and all around the globe serve to reflect the reality of the global nature of selling. · Brand New Selling Scenarios and Updated Building Partnership Scenarios: Featured in each chapter, the Selling Scenarios were written specifically for the text and reinforce the concepts and present applications of selling principles. Also featured in each chapter is a Building Partnerships Scenario that emphasizes and examines how salespeople build relationships. Both features highlight these skills which are crucial tools for a salesperson. · Brand new Chapter Opening Profiles: Each chapter begins with a Sales Representative Profile. Students love this feature because it makes the selling career seem more real as they read about professionals, their career path, and keys to success. · Updated Role Play Exercises: Students can practice their partnering skills that encourage personal growth and vicarious, experiential learning. The exercises call for students to apply the concepts and principles covered in the text and use these skills to successfully master these selling scenarios. · Updated Thinking it Through Boxes: These boxes (2 per chapter, one features a technology discussion) are involving exercises that inspire classroom dialogue or serve as a short-essay exam question to help students experience concepts as they read and internalize key selling concepts to help with their comprehension and retention of the theories and skills presented in the text. · Updated Mini-Cases: These class-tested cases, found at the end of each chapter, work well as daily assignments and as frameworks for lectures, discussion, or small-group practices. Some cases are tied to the videotapes for complete integration. The cases encourage the student to apply theories and skills learned in the text to solve sales situations. · New Coverage of Training Formats: Discussion about various training formats, including FAB (features, advantages, benefits) and FEBA (features, evidence, benefits, agreement). A majority of sales representatives will go through training programs and the text offers them early exposure to prepare them for such programs. · New ACT! Express Software: Included with the textbook is ACT! Express, a tool that helps students entering the business world. This software is an excellent tool that shows students how technology can support building relationships. Based on the best-selling ACT! contact management system, ACT! Express shows students how to become more productive—resulting in better business relationships and greater business opportunities. ACT! Express includes the following features: Complete contact and calendar management: seventy pre-defined fields for contact information, notes, tasks, schedules, history, and more; Search capabilities: allows quick location of any information in the database by name, ZIP code, phone number, or keyword; Groups: sort contacts into groups by company, interests, or other commonalities; Activity reminders: set alarms for upcoming activity reminders; Basic e-mail functions: send and track e-mail correspondence—and attach e-mails directly to specific contact records. Retained Features: · Thorough Coverage of the Technology and the Internet: The text outlines and analyzes technology and how it impacts the salesperson’s life. The authors discuss Palm Tops, Cell Phones, the Internet and email as a source of leads (e.g. search engines, Banner ads, extranets, e-commerce, and problem of SPAMing), presentation software, and voice mail and ways to manage these technologies to achieve the highest level of success. Included in the technology discussion is coverage of SIC and newer NAICS as helpful tools when prospecting. The technology and Internet coverage helps students to see how the Internet is a valuable tool for planning and managing a sales territory. · Lead Qualification and Management Systems: This coverage of lead qualification and management systems includes pre-qualifications systems and gives the students a glimpse into how salespeople qualify and manage leads in their territories. Instructor’s Supplements: Instructor Resource CD-ROM (0072549351): This CD contains the Instructor’s Manual (course outline, chapter outlines, lecture suggestions, answers to discussion and case questions, video case suggestions, lecture transparencies, in-class exercises, and additional role-plays), Test Bank (in Word-multiple-choice and short answer), Computerized Test Bank, and PowerPoint (video clips, exhibits from the text and additional lecture support). Videos (0072549319): Three brand new videos customized for the text, segments from Achieve Global’s Professional Selling Skills Seminar (PSS), and segments from McGraw-Hill’s extensive video collection. Online Learning Center: http://www.mhhe.com/weitz5/e: This site houses the Instructor’s Manual, PowerPoint ad link to PageOut for the Instructor and study outlines, quizzes, key terms, online resources and interactive activities for the student. PageOut is McGraw-Hill’s unique point-and click course Website tool, enabling you to create a full-featured, professional quality course Website without knowing HTML coding. With PageOut you can post your syllabus online, assign McGraw-Hill Online Learning Center or eBook content, add links to important off-site resources, and maintain student results in the online grade book. You can send class announcements, copy your course site to share with colleagues, and upload original files. PageOut is free for every McGraw-Hill/Irwin user and, if you’re short on time, we even have a team ready to help you create your site! You can customize this text. McGraw-Hill/Primis Online's digital database offers you the flexibility to customize your course including material from the largest online collection of textbooks, readings, and cases. Primis leads the way in customized eBooks with hundreds of titles available at prices that save your students over 20% off bookstore prices. Additional information is available at 800-228-0634. Student’s Supplements: New ACT! Express Software: Included with the textbook is ACT! Express, a tool that helps students entering the business world. Based on the best-selling ACT! contact management system, ACT! Express shows students how to become more productive—resulting in better business relationships and greater business opportunities. ACT! Express includes the following features: Complete contact and calendar management: seventy pre-defined fields for contact information, notes, tasks, schedules, history, and more; Search capabilities: allows quick location of any information in the database by name, ZIP code, phone number, or keyword; Groups: sort contacts into groups by company, interests, or other commonalities; Activity reminders: set alarms for upcoming activity reminders; Basic e-mail functions: send and track e-mail correspondence—and attach e-mails directly to specific contact records. Online Learning Center: http://www.mhhe.com/weitz5/e: This site houses study outlines, quizzes, key terms, online resources and interactive activities for the student. Business Week Edition. Your students can subscribe to 15 weeks of Business Week for a specially priced rate of $8.25 in addition to the price of the text. Students will receive a pass code card shrink-wrapped with their new text. The card directs students to a Website where they enter the code and then gain access to Business Week’s registration page to enter address info and set up their print and online subscription as well. Passcode ISBN 007-251530-9. Wall Street Journal Edition. Your students can subscribe to the Wall Street Journal for 15 weeks at a specially priced rate of $20.00 in addition to the price of the text. Students will receive a "How To Use the WSJ" handbook plus a pass code card shrink-wrapped with the text. The card directs students to a Website where they enter the code and then gain access to the WSJ registration page to enter address info and set up their print and online subscription, and also set up their subscription to Dow Jones Interactive online for the span of the 15-week period. Passcode ISBN 007-251950-9. Table of Contents: Part One The Field of Selling Chapter 1: Selling and Salespeople Chapter 2: Building Partnering Relationships Part Two 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 Three 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: After the Sale: Building long-term Partnerships Part Four Special Applications Chapter 14: Formal Negotiating Chapter 15: Selling to Resellers Part Five The Salesperson as a Manager Chapter 16: Managing Your Time and Territory Chapter 17: Managing within Your Company Chapter 18: Managing Your Career