Selling: building partnerships. / Stephen B. Castleberry and John F. Tanner Jr.
Material type:
TextPublication details: New York: McGraw-Hill, 2011.Edition: 8th edDescription: xxvi, 495 p. + various pagings : illISBN: - 13: 9780073530017
- HF5438.25
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WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA KUMASI LIBRARY General Stacks | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA KUMASI LIBRARY | HF5438.25.C35(8e) (Browse shelf(Opens below)) | Available | K/969/969/19 |
Includes endnotes, glossary and indexes.
Contents: Selling and salespeople --1. Knowledge and skill requirements: Ethical and legal issues in selling -- Buying behaviour and the buying process-- Using communication principles to build relationships -- Adaptive selling for relationship building -- 2. 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 -- 3. The salesperson as manager: Managing your time and territory -- Managing within your company -- Managing your career.
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