Castleberry, Stephen Bryon.
Selling: building partnerships. / Stephen B. Castleberry, John F. Tanner, Jr. - 10th ed. - 1 volume (various pagings) : illustrations ; 26 cm
Includes bibliographical references and index.
Contents: 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 --
9781259573200 1259573206
2017049553
Selling.
HF5438.25.W29
658.85
Selling: building partnerships. / Stephen B. Castleberry, John F. Tanner, Jr. - 10th ed. - 1 volume (various pagings) : illustrations ; 26 cm
Includes bibliographical references and index.
Contents: 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 --
9781259573200 1259573206
2017049553
Selling.
HF5438.25.W29
658.85