Selling Building Partnerships

ISBN-10: 0072315504

ISBN-13: 9780072315509

Edition: 4th 2001

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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.

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.
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