222710
9780072426168
Selling Building Partnerships
by Weitz, Barton A., Castleberry, Stephen B., Tanner, John F.
About this item
- Condition: Good
- Provider: Ergodebooks Contact
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Product details
- ISBN-13: 9780072426168
- ISBN: 0072426160
- Publication Date: 2000
- Publisher: McGraw-Hill Higher Education
AUTHOR
SUMMARY
Part One The Field of Selling Chapter 1 Selling and Salespeople Chapter 2 Building Partnering Relationships Chapter 3 Ethical and Legal Issues in Selling Part Two Knowledge and Skill Requirements Chapter 4 Buying Behavior and the Buying Process Chapter 5 Using Communication Principles to Build Relationships Chapter 6 Adaptive Selling for Relationship Building Part Three The Partnership Process Chapter 7 Prospecting Chapter 8 Planning the Sales Call Chapter 9 Making the Sales Call Chapter 10 Strengthening the Presentation Chapter 11 Responding to Objections Chapter 12 Obtaining Commitment Chapter 13 After the Sale: Building long-term Partnerships Part Four Special Applications Chapter 14 Formal Negotiating Chapter 15 Selling to Resellers Part Five The Salesperson as a Manager Chapter 16 Managing Your Time and Territory Chapter 17 Managing within Your Company Chapter 18 Managing Your CareerWeitz, Barton A. is the author of 'Selling Building Partnerships', published 2000 under ISBN 9780072426168 and ISBN 0072426160.
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