Selling Building Partnerships

ISBN-10: 0072315504

ISBN-13: 9780072315509

Edition: 4th 2001

30 day, 100% satisfaction guarantee

If an item you ordered from TextbookRush does not meet your expectations due to an error on our part, simply fill out a return request and then return it by mail within 30 days of ordering it for a full refund of item cost.

Learn more about our returns policy

Description:

what's this?
Rush Rewards U
Members Receive:
coins
coins
You have reached 400 XP and carrot coins. That is the daily max!

Study Briefs

Limited time offer: Get the first one free! (?)

All the information you need in one place! Each Study Brief is a summary of one specific subject; facts, figures, and explanations to help you learn faster.

Add to cart
Study Briefs
Business Ethics Online content $4.95 $1.99
Add to cart
Study Briefs
Business Law Online content $4.95 $1.99
Add to cart
Study Briefs
Management Online content $4.95 $1.99

Customers also bought

Loading
Loading
Loading
Loading
Loading
Loading
Loading
Loading
Loading
Loading

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 Sellingp. 1
Selling and Salespeoplep. 2
Building Partnering Relationshipsp. 30
Ethical and Legal Issues in Sellingp. 54
Knowledge and Skill Requirementsp. 83
Buying Behavior and the Buying Processp. 84
Using Communication Principles to Build Relationshipsp. 122
Adaptive Selling for Relationship Buildingp. 156
The Partnership Processp. 181
Prospectingp. 182
Planning the Sales Callp. 214
Making the Sales Callp. 244
Strengthening the Presentationp. 280
Responding to Objectionsp. 314
Obtaining Commitmentp. 348
Building Long-Term Partnershipsp. 378
Special Applicationsp. 413
Formal Negotiatingp. 414
Selling to Resellersp. 444
The Salesperson as Managerp. 479
Managing Your Time and Territoryp. 480
Managing within Your Companyp. 514
Managing Your Careerp. 546
Role Play Casesp. 581
Notesp. 590
Glossaryp. 605
Indexesp. 618
Table of Contents provided by Blackwell. All Rights Reserved.
×
Free shipping on orders over $35*

*A minimum purchase of $35 is required. Shipping is provided via FedEx SmartPost® and FedEx Express Saver®. Average delivery time is 1 – 5 business days, but is not guaranteed in that timeframe. Also allow 1 - 2 days for processing. Free shipping is eligible only in the continental United States and excludes Hawaii, Alaska and Puerto Rico. FedEx service marks used by permission."Marketplace" orders are not eligible for free or discounted shipping.

Learn more about the TextbookRush Marketplace.

×