Selling Building Partnerships w/ ACT! Express

ISBN-10: 0073229407
ISBN-13: 9780073229409
Edition: 6th 2007 (Revised)
List price: $162.81
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Description: Selling: Building Partnerships, 6/e, by Weitz, Castleberry, and Tanner is the first text to integrate the partnerships/relationship theme in the selling course. It presents selling theories and skills and encourages the students to practice applying  More...

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Book details

List price: $162.81
Edition: 6th
Copyright year: 2007
Publisher: McGraw-Hill Higher Education
Binding: Mixed Media
Size: 8.00" wide x 10.00" long x 1.00" tall
Weight: 2.640
Language: English

Selling: Building Partnerships, 6/e, by Weitz, Castleberry, and Tanner is the first text to integrate the partnerships/relationship theme in the selling course. It presents selling theories and skills and encourages the students to practice applying them. Students will be presented with situations that occur in the field. This content will dovetail nicely into the training they receive from companies they go to work for.

The Field of Selling
Selling and Salespeople
Building Partnering Relationships
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 Negotiation
After the Sale: Building Long-Term Partnerships
The Salesperson as Professional
Managing Your Time and Territory
Managing Within Your Company
Managing Your Career

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