000			02314cam a2200349 i 4500
001			17670307
003			SISC
005			20170228091506.0
008			130322s2014 nyua b 001 0 eng
010			_a 2013008649
020			_a9780071315500
020			_a0077861000
040			_aDLC _beng _cDLC _erda _dDLC
042			_apcc
050	0	0	_aHF 5438.25 _b.W2933 2014
082	0	0	_a658.85
100	1		_aCastleberry, Stephen Bryon.
245	1	0	_aSelling : _bbuilding partnerships / _cStephen B. Castleberry, University of Minnesota Duluth, John F. Tanner, Jr., Baylor University.
250			_a9th edition.
260			_aNew York : _bMcGraw Hill, _c2014.
300			_axviii, 496 pages : _bcolor illustrations ; _c26 cm.
500			_aIncludes bibliographical references, glossary and index.
505	0		_aPreface -- 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.
521			_aBusiness Administration
650		0	_aSelling.
700	1		_aTanner, John F.
856	4	1	_3Table of contents only _uhttp://www.loc.gov/catdir/enhancements/fy1412/2013008649-t.html
856	4	2	_3Publisher description _uhttp://www.loc.gov/catdir/enhancements/fy1412/2013008649-d.html
906			_a7 _bcbc _corignew _d1 _eecip _f20 _gy-gencatlg
942			_2lcc _cBK
999			_c283672 _d283672