"Selling: Building Partnerships, 7e" remains the most innovative textbook in the Selling course area today with its unique role plays and partnering skills which are critical skills for all business people. The authors emphasize throughout the text on 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. This market leading text has been updated to continue its relevance in the Selling market today just as it was twenty years ago.
I am the J.C. Penney Eminent Scholar Chair and Executive Director of the David Miller Center for Retailing Education and Research at the University of Florida. The Miller Center for Retailing Education and Research at the University of Florida, established by Dr. Weitz, is supported by 31 retail industry firms including JCPenney, Sears Holding, Macy's, Target, and Walgreens. Its programs are designed to stimulate student interest in retailing careers, prepare them for entry level positions, and support faculty research on retailing issues and problems.
My research interests focus on the development of long term relationships between firms in a channel of distribution (retailers and vendors), firms and their employees, and salespeople and their customers. I was honored with the recipient of the American Marketing Association/Irwin Distinguished Marketing Educator Award for lifetime contribution to the marketing discipline. In 2006, I received the Retail Educator of the year by the National Retail Federation and the American Marketing Association Retail Special Interest lifetime achievement award in 2009.
My two hobbies are reading mysteries (many of which I buy through Amazon) and rooting for the University of Florida Gator athletic teams from women's softball and gymnastics to our national champion football and basketball teams.
