Selling Building Partnerships

Name: Selling Building Partnerships
Price: 6.75 USD
Availability: InStock
ISBN: 9780072315509

ISBN-10: 0072315504

ISBN-13: 9780072315509

Edition: 4th 2001

Authors: Barton Weitz, Stephen B. Castleberry, John Tanner

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Book details

Edition: 4th
Copyright year: 2001
Publisher: McGraw-Hill Companies, The
Binding: Hardcover
Pages: 630
Size: 8.00" wide x 10.00" long
Language: English

John Tanner (1780-unknown) was captured by the Shawnee when he was nine years old and lived his life among the Ojibwa. Bestselling author Louise Erdrich grew up in North Dakota and is of German and Turtle Mountain Chippewa descent. Her novels include Love Medicineand The Beet Queen.

Prologue
The Field of Selling	p. 1
Selling and Salespeople	p. 2
Building Partnering Relationships	p. 30
Ethical and Legal Issues in Selling	p. 54
Knowledge and Skill Requirements	p. 83
Buying Behavior and the Buying Process	p. 84
Using Communication Principles to Build Relationships	p. 122
Adaptive Selling for Relationship Building	p. 156
The Partnership Process	p. 181
Prospecting	p. 182
Planning the Sales Call	p. 214
Making the Sales Call	p. 244
Strengthening the Presentation	p. 280
Responding to Objections	p. 314
Obtaining Commitment	p. 348
Building Long-Term Partnerships	p. 378
Special Applications	p. 413
Formal Negotiating	p. 414
Selling to Resellers	p. 444
The Salesperson as Manager	p. 479
Managing Your Time and Territory	p. 480
Managing within Your Company	p. 514
Managing Your Career	p. 546
Role Play Cases	p. 581
Notes	p. 590
Glossary	p. 605
Indexes	p. 618
Table of Contents provided by Blackwell. All Rights Reserved.