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Selling: building partnerships. / Stephen B. Castleberry and John F. Tanner Jr.

By: Castleberry, Stephen BryonContributor(s): Tanner, John FMaterial type: TextTextPublisher: New York: McGraw-Hill, 2011Edition: 8th edDescription: xxvi, 495 p. + various pagings : illISBN: 13: 9780073530017Subject(s): SellingLOC classification: HF5438.25
Contents:
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.
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Item type Current location Home library Call number Status Date due Barcode
Books Books WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA KUMASI LIBRARY
General Stacks 		WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA KUMASI LIBRARY
HF5438.25.C35(8e) (Browse shelf) Available K/969/969/19

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.

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