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9781264072064

Loose Leaf for Selling

by ;
  • ISBN13:

    9781264072064

  • ISBN10:

    1264072066

  • Edition: 11th
  • Format: Loose-leaf
  • Copyright: 2021-01-29
  • Publisher: McGraw Hill

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Supplemental Materials

What is included with this book?

Table of Contents

Chapter 1: Selling and Salespeople 
Chapter 2: Ethical and Legal Issues in Selling 
Chapter 3: Buying Behavior and the Buying Process 
Chapter 4: Using Communication Principles to Build Relationships 
Chapter 5: Adaptive Selling for Relationship Building 
Chapter 6: Prospecting 
Chapter 7: Planning the Sales Call 
Chapter 8: Making the Sales Call 
Chapter 9: Strengthening the Presentation 
Chapter 10: Responding to Objections 
Chapter 11: Obtaining Commitment 
Chapter 12: Formal Negotiating 
Chapter 13: Building Partnering Relationships 
Chapter 14: Building Long-Term Partnerships
Chapter 15: Managing Your Time and Territory 
Chapter 16: Managing within Your Company 
Chapter 17: Managing Your Career

Supplemental Materials

What is included with this book?

The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.

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