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Note: Supplemental materials are not guaranteed with Rental or Used book purchases.
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| Preface | |
| 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 | |
| Prospecting | |
| Planning the Sales Call | |
| Making the Sales Call | |
| Strengthening the Presentation | |
| Responding to Objections | |
| Obtaining Commitment | |
| Formal Negotiating | |
| After the Sale: Building Long-Term Partnerships | |
| The Salesperson as Manager | |
| Managing Your Time and Territory | |
| Managing within Your Company | |
| Managing Your Career | |
| Endnotes | |
| Glossary | |
| Indexes | |
| Table of Contents provided by Publisher. All Rights Reserved. |
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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