Selling : building partnerships / Stephen B. Castleberry, University of Minnesota Duluth, John F. Tanner, Jr., Baylor University.

By:

Castleberry, Stephen Bryon

Contributor(s):

Tanner, John F

Material type: Text

TextPublication details: New York : McGraw Hill, 2014.Edition: 9th editionDescription: xviii, 496 pages : color illustrations ; 26 cmISBN:

9780071315500
0077861000

Subject(s):

Selling

DDC classification:

658.85

LOC classification:

HF 5438.25 .W2933 2014

Online resources:

Contents:

Preface -- Selling and salespeople -- 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 -- Building partnering relationships -- Building long-term partnerships -- The salesperson as manager -- Managing your time and territory -- Managing within your company -- Managing your career -- Role play case 1: Stubb's bar-b-q -- Role play case 2: Netsuite.

Average rating: 0.0 (0 votes)

Holdings
Item type	Current library	Call number	Status	Barcode
Books	College Library Reserve Section	HF 5438.25 .W2933 2014 (Browse shelf(Opens below))	Available	C19184

Includes bibliographical references, glossary and index.

Business Administration

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Selling : building partnerships / Stephen B. Castleberry, University of Minnesota Duluth, John F. Tanner, Jr., Baylor University.

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