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9781260141214

Loose Leaf for Selling: Building Partnerships

by ;
  • ISBN13:

    9781260141214

  • ISBN10:

    1260141217

  • Edition: 10th
  • Format: Loose-leaf
  • Copyright: 2018-02-01
  • Publisher: McGraw-Hill Education
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Table of Contents

Chapter 1: Selling and Salespeople
Part 1: Knowledge and Skill Requirements
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
Part 2: The Partnership Process
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
Part 3: The Salesperson As Manager
Chapter 15: Managing Your Time and Territory
Chapter 16: Managing within Your Company
Chapter 17: Managing Your Career


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