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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