Selling: building partnerships. / Stephen B. Castleberry, John F. Tanner, Jr.
Material type: TextPublisher: 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.W29Item type | Current location | Home library | Call number | Status | Date due | Barcode |
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Books | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA KUMASI LIBRARY General Stacks | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA KUMASI LIBRARY | 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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