Selling Building Partnerships w/ ACT! Express

Name: Selling Building Partnerships w/ ACT! Express
Price: 38.25 USD
Availability: InStock
ISBN: 9780073229409

ISBN-10: 0073229407

ISBN-13: 9780073229409

Edition: 6th 2007 (Revised)

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

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 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.

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




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