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9780073136905

Selling Building Partnerships

Selling Building Partnerships
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  • ISBN-13: 9780073136905
  • ISBN: 0073136905
  • Edition: 6
  • Publication Date: 0018
  • Publisher: McGraw-Hill College

AUTHOR

Weitz, Barton A., Castleberry, Stephen Bryon, Tanner, John F.

SUMMARY

Preface Part 1 The Field of Selling Chapter 1 Selling and Salespeople Chapter 2 Building Partnering Relationships Part 2 Knowledge and Skill Requirements Chapter 3 Ethical and Legal Issues in Selling Chapter 4 Buying Behavior and the Buying Process Chapter 5 Using Communication Principles to Build Relationships Chapter 6 Adaptive Selling for Relationship Building Part 3 The Partnership Process Chapter 7 Prospecting Chapter 8 Planning the Sales Call Chapter 9 Making the Sales Call Chapter 10 Strengthening the Presentation Chapter 11 Responding to Objections Chapter 12 Obtaining Commitment Chapter 13 Formal Negotiating Chapter 14 After the Sale: Building Long-Term Partnerships Part 4 The Salesperson as Manager Chapter 15 Managing Your Time and Territory Chapter 16 Managing within Your Company Chapter 17 Managing Your Career Endnotes Glossary IndexesWeitz, Barton A. is the author of 'Selling Building Partnerships', published 0018 under ISBN 9780073136905 and ISBN 0073136905.

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