Selling : building partnerships / Stephen B. Castleberry, University of Minnesota Duluth, John F. Tanner, Jr., Baylor University.
Material type:
TextPublication details: New York : McGraw Hill, 2014.Edition: 9th editionDescription: xviii, 496 pages : color illustrations ; 26 cmISBN: - 9780071315500
- 0077861000
- 658.85
- HF 5438.25 .W2933 2014
| Cover image | Item type | Current library | Home library | Collection | Shelving location | Call number | Materials specified | Vol info | URL | Copy number | Status | Notes | Date due | Barcode | Item holds | Item hold queue priority | Course reserves | |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
Books
|
College Library Reserve Section | HF 5438.25 .W2933 2014 (Browse shelf(Opens below)) | Available | C19184 |
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
There are no comments on this title.