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Selling Building Partnerships

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ISBN-10: 0256228264

ISBN-13: 9780256228267

Edition: 3rd 1998

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

List price: $85.31
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Description:

Selling concentrates on the partnership/relationship theme in selling. It does not focus on sales force management, although it does include a section "Salesperson as Manager". International selling perspectives are also included.
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Book details

List price: $85.31
Edition: 3rd
Copyright year: 1998
Publisher: McGraw-Hill Higher Education
Binding: Hardcover
Pages: 624
Size: 8.75" wide x 10.50" long x 1.00" tall
Weight: 3.190
Language: English

The Field of Selling
Selling and Salespeople
Building Partnering Relationships
Ethical and Legal Issues in Selling
Knowledge and Skill Requirements
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
After the Sale: Building long-term Partnerships
Special Applications
Formal Negotiating
Selling to Resellers
The Salesperson as a Manager
Managing Your Time and Territory
Managing within Your Company
Managing Your Career