TY  - BOOK
AU  - 
AU  - Tanner, John F.
TI  - Selling: building partnerships.
SN  - 13: 9780073530017
AV  - HF5438.25 
PY  - 2011///
CY  - New York
PB  - McGraw-Hill
KW  - Selling.
N1  - 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
ER  -