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Selling: building partnerships. / Stephen B. Castleberry, John F. Tanner, Jr.

By: Contributor(s): 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:
  • volume
ISBN:
  • 9781259573200
  • 1259573206
Subject(s): DDC classification:
  • 658.85 23
LOC classification:
  • HF5438.25.W29
Contents:
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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Holdings
Cover image Item type Current library Home library Collection Shelving location Call number Materials specified Vol info URL Copy number Status Notes Date due Barcode Item holds Item hold queue priority Course reserves
Books WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA KUMASI LIBRARY General Stacks WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA KUMASI LIBRARY HF5438.25.W29(10e) (Browse shelf(Opens below)) 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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