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Selling : Building Partnershipsby Weitz, Barton; Castleberry, Stephen; Tanner, John
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Table of Contents
|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|
|Table of Contents provided by Publisher. All Rights Reserved.|