000			02031cam a2200373 i 4500
001			20127514
003			OSt
005			20230426120018.0
008			171103t20192019nyua b 001 0 eng
010			_a 2017049553
020			_a9781259573200 _q(bound edition ; _qalk. paper)
020			_a1259573206 _q(bound edition ; _qalk. paper)
035			_a(OCoLC)on1011543222
040			_aDLC _beng _cLC _erda _dOCLCF _dOCLCO _dCUS _dPJW _dDLC
042			_apcc
050	0	0	_aHF5438.25.W29
082	0	0	_a658.85 _223
100	1		_aCastleberry, Stephen Bryon. _91297
245	1	0	_aSelling: building partnerships. / _cStephen B. Castleberry, John F. Tanner, Jr.
250			_a10th ed.
264		1	_aNew York, NY: _bMcGraw-Hill Education, _c2019.
300			_a1 volume (various pagings) : _billustrations ; _c26 cm
336			_atext _btxt _2rdacontent
337			_aunmediated _bn _2rdamedia
338			_avolume _bnc _2rdacarrier
504			_aIncludes bibliographical references and index.
505			_aContents: 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 --
650		0	_aSelling. _91291
700	1		_aTanner, John F. Jr., _91298
906			_a7 _bcbc _corignew _d1 _eecip _f20 _gy-gencatlg
942			_2lcc _cBK
999			_c9539 _d17039