Selling: building partnerships. / Stephen B. Castleberry and John F. Tanner Jr. - 8th ed. - New York: McGraw-Hill, 2011. - xxvi, 495 p. + various pagings : ill.;
Includes endnotes, glossary and indexes.
Contents: Selling and salespeople --1. Knowledge and skill requirements: Ethical and legal issues in selling -- Buying behaviour and the buying process-- Using communication principles to build relationships -- Adaptive selling for relationship building -- 2. 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 -- 3. The salesperson as manager: Managing your time and territory -- Managing within your company -- Managing your career.
13: 9780073530017
Selling.
HF5438.25