Website/Online Learning Center: www.mhhe.com/weitz7e

• Instructor’s Manual: Instructor's manuals are available with any text, but the quality often varies. Because we teach the course to undergraduates, as well as presenting and participating in sales seminars in industry, the authors have created an Instructor's Manual that can significantly assist the teacher. They have also asked instructors what they would like to see in a manual. In addition to suggested course outlines, chapter outlines, lecture suggestions, answers to questions and cases, they include helpful suggestions on how to use the video segments.
• Power Point Slides: These slides are integrated into the author’s teaching notes. The presentation has been simplified to adapt to professor’s own needs.
• Test Bank: The Test Bank has been carefully and completely rewritten. Questions are directly tied to the learning goals presented at the beginning of each chapter and the material covered in the Questions and Problems. In addition, key terms will be covered in the test questions. Application questions are available so students can demonstrate their understanding of the key concepts by applying those selling principles.
• Small group practice exercises, including role playing: Students do need to practice their selling skills in a selling environment. And they need to do it in a way that is helpful. Small group practice exercises, including role playing, complete with instructions for student evaluations, are provided on the Web site. These sessions can be held as part of class but are also designed for out-of-class time for teachers who want to save class time for full-length role plays.

New Video Clips ( 0073362212 ): Several companies have graciously offered video segments, plus they have recorded and produced their own in conjunction with companies. As the authors continue to get new segments, adopters will find these available from our website (www.sellingbuildingpartnerships.com) so that you can either download them or simply access the website during class if your classroom is web-enabled. Use these videos to illustrate individual techniques of selling quickly and easily.