Selling: Building Partnerships

Barton A. Weitz · Stephen B. Castleberry · John F. Tanner

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Marketing and Advertising Strategies Customer Service Quality and Loyalty Digital Marketing and Social Media

Abstract

A guide to the theory and application of selling strategies and tools. Topics covered include the use of cell phones, presentation software and other technologies in the market place. This updated edition also has coverage of the Internet and more global examples.

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2002Salesperson creative performance: conceptualization, measurement, and nomological validity 2004The evolution of the seven steps of selling 2012Social Media’s Influence on Business-to-Business Sales Performance 2003Firm market orientation and salesperson customer orientation: interpersonal and intrapersonal influences on customer service and retention in business-to-business buyer–seller relationships 2005The Effects of Sales Message and Suspicion of Ulterior Motives on Salesperson Evaluation 1999Active Empathetic Listening and Selling Success: A Conceptual Framework 2006A Contingency Approach to Adaptive Selling Behavior and Sales Performance: Selling Situations and Salesperson Characteristics 2019“This is not sponsored content” – The effects of impartiality disclosure and e-commerce landing pages on consumer responses to social media influencer posts

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