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

By: Castleberry, Stephen BryonContributor(s): Tanner, John F. JrMaterial type: TextTextPublisher: New York, NY: McGraw-Hill Education, 2019Edition: 10th edDescription: 1 volume (various pagings) : illustrations ; 26 cmContent type: text Media type: unmediated Carrier type: volumeISBN: 9781259573200; 1259573206Subject(s): SellingDDC classification: 658.85 LOC classification: HF5438.25.W29
Contents:
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 --
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Books Books WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA KUMASI LIBRARY
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HF5438.25.W29(10e) (Browse shelf) Available K/3101/0199/23

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 --

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