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
- unmediated
- volume
- 9781259573200
- 1259573206
- 658.85 23
- HF5438.25.W29
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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 |
Browsing WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA KUMASI LIBRARY shelves,Shelving location: General Stacks Close shelf browser (Hides shelf browser)
| HD58.7.L86(10e) Human relations in organizations: applications and skill building. / | HD58.7.L861(10e) Human relations in organizations: applications and skill building. / | HF5438.25.F86(12e) ABC's of relationship selling through service. / | HF5438.25.W29(10e) Selling: building partnerships. / | HF5438.25.F87(13e) Fundamentals of selling: customers for life through service. / | HD58.7.S34(6e) Organizational behavior. / | P90.B48(3e) Media/impact: an introduction to mass media. / |
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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