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 --