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Selling : building partnerships

Author: Stephen Bryon Castleberry; John F Tanner; Barton A Weitz
Publisher: New York : McGraw-Hill/Irwin, ©2011.
Edition/Format:   Print book : English : 8th edView all editions and formats
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Emphasizes throughout the text the need for salespeople to be flexible - to adapt their strategies to customer needs, buyer social styles, and relationship needs and strategies. It includes a  Read more...

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Document Type: Book
All Authors / Contributors: Stephen Bryon Castleberry; John F Tanner; Barton A Weitz
ISBN: 9780073530017 0073530018
OCLC Number: 642625016
Notes: Revised edition of: Selling / Barton A. Weitz, Stephen B. Castleberry, John F. Tanner, Jr. 7th ed. 2009.
Description: xxvii, 504, [43] pages : illustrations (chiefly color) ; 27 cm
Contents: Chapter 1 Selling and Salespeople Part 1 - KNOWLEDGE AND SKILL REQUIREMENTS Chapter 2 Ethical and Legal Issues in Selling Chapter 3 Buying Behavior and the Buying Process Chapter 4 Using Communication Principles to Build Relationships Chapter 5 Adaptive Selling for Relationship Building Part 2 - THE PARTNERSHIP PROCESS Chapter 6 Prospecting Chapter 7 Planning the Sales Call Chapter 8 Making the Sales Call Chapter 9 Strengthening the Presentation Chapter 10 Responding to Objections Chapter 11 Obtaining Commitment Chapter 12 Formal Negotiating Chapter 13 Building Partnering Relationships Chapter 14 Building Long-Term Partnerships Part 3 - THE SALESPERSON AS MANAGER Chapter 15 Managing Your Time and Territory Chapter 16 Managing within Your Company Chapter 17 Managing Your Career Role Play Case 1: Stubb's Bar-B-Q Role Play Case 2: NetSuite
Responsibility: Stephen B. Castleberry, John F. Tanner, Jr.

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