Selling Building Partnerships Stephen B Castleberry; John F Tanner
Publication details: New York McGraw-Hill/Irwin, 2011Edition: 8th edDescription: xxvii, 504, [43] p. : ill. ; 26 cmISBN:- 9780071314251
- 0071314253
- HF5438 .C26
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Methodist University Library Main General Stacks | Reference | HF5438 .C26 (Browse shelf(Opens below)) | Available | 39714 | |||||||||||||
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Methodist University Library Main General Stacks | Reference | HF5438 .C26 (Browse shelf(Opens below)) | Available | 39713 |
Includes bibliographical references and index
Selling and salespeople 2
Ethical and legal issues in selling 30
Buying behavior and the buying process 62
Using communication principles tio build relationships 98
Adaptive selling for relationship building 126
Prospecting 148
Planning the sales call 178
Making the sales call 202
Responding to objections 260
Obtaining Commitment 290
Formal Negotiating 320
Building PARTNERING relationships 348
The salesperson as manager 404
Managing within your company 434
MANAGING YOUR CAREER 464
Additional References 495
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