TY  - BOOK
AU  - Castleberry,Stephen Bryon
AU  - Tanner,John F.Jr
TI  - Selling: building partnerships.
SN  - 9781259573200
AV  - HF5438.25.W29 
U1  - 658.85 23
PY  - 2019///
CY  - New York, NY
PB  - McGraw-Hill Education
KW  - Selling
N1  - 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 --
ER  -