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9780256136753

Selling : Building Partnerships

by Barton A. Weitz; Stephen B. Castleberry; John F. Tanner
  • ISBN13:

    9780256136753

  • ISBN10:

    0256136750

  • Edition: 2nd
  • Format: Hardcover
  • Copyright: 1994-08-01
  • Publisher: MCG IRWIN

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Table of Contents

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.

Supplemental Materials

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