Selling Building Partnerships
Edition: 7th 2009
List price: $212.33
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Description: Selling: Building Partnerships, 7e remains the most innovative textbook in the Selling course area today with its unique role plays and partnering skills which are critical skills for all business people. The authors emphasize throughout the text on the need for salespeople to be flexible-to adapt their strategies to customer needs, buyer social styles, and relationship needs and strategies. This is followed by a complete discussion of how effective selling and career growth are achieved through planning and continual learning. This market leading text has been updated to continue its relevance in the Selling market today just as it was twenty years ago.
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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.
List price: $212.33
Copyright year: 2009
Publisher: McGraw-Hill Higher Education
Publication date: 10/20/2008
Size: 8.25" wide x 10.25" long x 0.75" tall
|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|
|Planning the Sales Call|
|Making the Sales Call|
|Strengthening the Presentation|
|Responding to Objections|
|After the Sale: Building Long-Term Partnerships|
|The Salesperson as Professional|
|Managing Your Time and Territory|
|Managing Within Your Company|
|Managing Your Career|