Selling :
Castleberry, Stephen Bryon.
Selling : building partnerships / Stephen B. Castleberry, University of Minnesota Duluth, John F. Tanner, Jr., Baylor University. - 9th edition. - New York : McGraw Hill, 2014. - xviii, 496 pages : color illustrations ; 26 cm.
Includes bibliographical references, glossary and index.
Preface -- Selling and salespeople -- Knowledge and skill requirements -- Ethical and legal issues in selling -- Buying behavior and the buying process -- Using communication principles to build relationships -- Adaptive selling for relationship building -- The partnership process -- Prospecting -- Planning the sales call -- Making the sales call -- Strengthening the presentation -- Responding to objections -- Obtaining commitment -- Formal negotiating -- Building partnering relationships -- Building long-term partnerships -- The salesperson as manager -- Managing your time and territory -- Managing within your company -- Managing your career -- Role play case 1: Stubb's bar-b-q -- Role play case 2: Netsuite.
Business Administration
9780071315500 0077861000
2013008649
Selling.
HF 5438.25 / .W2933 2014
658.85
Selling : building partnerships / Stephen B. Castleberry, University of Minnesota Duluth, John F. Tanner, Jr., Baylor University. - 9th edition. - New York : McGraw Hill, 2014. - xviii, 496 pages : color illustrations ; 26 cm.
Includes bibliographical references, glossary and index.
Preface -- Selling and salespeople -- Knowledge and skill requirements -- Ethical and legal issues in selling -- Buying behavior and the buying process -- Using communication principles to build relationships -- Adaptive selling for relationship building -- The partnership process -- Prospecting -- Planning the sales call -- Making the sales call -- Strengthening the presentation -- Responding to objections -- Obtaining commitment -- Formal negotiating -- Building partnering relationships -- Building long-term partnerships -- The salesperson as manager -- Managing your time and territory -- Managing within your company -- Managing your career -- Role play case 1: Stubb's bar-b-q -- Role play case 2: Netsuite.
Business Administration
9780071315500 0077861000
2013008649
Selling.
HF 5438.25 / .W2933 2014
658.85