SOLUTION MANUAL FOR SELLING BUILDING PARTNERSHIPS 11E STEPHEN CASTLEBERRY AND JOHN TANNER Chapter 1-17
SECTION 1 SAMPLE COURSE OUTLINES Sample Course Outline for a 15 Week Semester* Week 1 Course Introduction, and Ethical/Legal Issues Chapters 1, 2 Week 2 Buyer Behavior and Communication Principles Chapters 3, 4 Week 3 Adaptive Selling Chapter 5 Week 4 Prospecting, and Planning Chapters 6, 7 Week 5 Making the Sales Call, and Strengthening the Presentation Chapters 8,9 Week 6 Objections, and Obtaining Commitment Chapters 10, 11 Week 7 Formal Negotiations Chapter 12 Week 8 Building Partnering Relationships, and Building Long-Term Partnerships, start Practice Role Plays Chapters 13, 14 Week 9 Managing Your Territory, and Managing within Your Company, continue Practice Role Plays Chapters 15, 16 Week 10 Managing Your Career, Final comments about role plays Chapter 17 Week 11 Role Plays** Week 12 Role Plays Week 13 Role Plays Week 14 Role Plays Week 15 Role Plays Final Exam *Incorporate the following throughout the semester: guest speakers, cases, exercises from the textbook and the Instructor‘s Manual, and videotaped segments. For specific ideas see ―Teaching Suggestions‖ for each chapter in Section 2 of this Instructor‘s Manual. **For insights in how to effectively incorporate role plays in your class, please see Section 4, ―The Use and Evaluation of Role Plays.‖
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Sample Course Outline for a 10 Week Quarter* Week 1 Course Introduction, Legal/Ethical Issues Chapters 1, 2 Week 2 Buyer Behavior, Communication Principles, and Adaptive Selling Chapters 3, 4, 5 Week 3 Prospecting, Planning, and Making the Sales Call Chapters 6, 7, 8 Week 4 Strengthening the Presentation, Objections, and Obtaining Commitment Chapters 9, 10, 11 Week 5 Formal Negotiations, Building Relationships, Building Long-Term Partnerships, Practice Role Plays, Chapters 12, 13, 14 Week 6 Managing Your Territory and Within Your Company Chapters 15, 16, Week 7 Managing Your Career, Final comments about role plays, Role Playsª begin Chapter 17 Week 8 Role Plays Week 9 Role Plays Week 10 Role Plays Final Exam *Incorporate the following throughout the semester: guest speakers, cases, exercises from the textbook and the Instructor‘s Manual, and videotaped segments. For specific ideas see ―Teaching Suggestions‖ for each chapter in Section 2 of this Instructor‘s Manual. **For insights in how to effectively incorporate role plays in your class, please see Section 4, ―The Use and Evaluation of Role Plays.‖
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SECTION 2
CHAPTER-BY-CHAPTER
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CHAPTER 1 SELLING AND SALESPEOPLE Outline of Chapter I. II. III.
Why Learn About Personal Selling? A. Everyone Sells Creating Value: The Role of Salespeople in A Business What Do Salespeople Do? A. Client Relationship Manager B. Account Team Manager C. Supply Chain Logistics and Channel Manager D. Information Provider to their Firm
IV.
Types of Salespeople A. Selling and Distribution Channels 1. Business-to-Business Channels 2. Consumer Channels B. Describing Sales Jobs 1. Stage of Buyer-Seller Relationship: New or Continuing? 2. Salesperson‘s Role: Taking Orders or Creating New Solutions 3. Importance of the Purchase to the Customer 4. Location of Salesperson-Customer Contact: Field or Inside Sales 5. The Nature of the Offering Sold by the Salesperson: Products or Services 6. Salesperson‘s Role in Securing Customer Commitment: Information or Placing an Order C. The Sales Jobs Continuum D. Examples of Sales Jobs
V.
Characteristics of Successful Salespeople A. Self- Motivated B. Dependability and Trustworthiness C. Integrity and Ethical Sales Behavior D. Customer and Product Knowledge E. Analytical Skills and the Ability to Interact With Information Technology
F. Communication Skills
G. Flexibility and Agility H. Creativity I. Confidence and Optimism
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VI.
VII. VIII. IX.
J. Emotional Intelligence K. Are Salespeople Born or Made? Rewards in Selling A. Independence and Responsibility B. Financial Rewards C. Management Opportunities The Building Partnerships Model Selling Yourself Summary
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