Selling Building Partnerships

Name: Selling Building Partnerships
Price: 17.12 USD
Availability: InStock
ISBN: 9780256228267

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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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.

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