Selling: building partnerships. / Barton A. Weitz, Stephen B. Castleberry and John F. Tanner Jr.
Material type:
TextPublication details: Boston: McGraw-Hill, 2007.Description: xxi, 481 p.: ill.; 26 cmISBN: - 13: 9780073136905
- HF5438.25.W2933
| 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 - MAIN LIBRARY General Stacks | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | HF5438.25.W2933 (Browse shelf(Opens below)) | 1 | Available | 2407/12 | ||||||||||||
|
Books
|
WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY General Stacks | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | HF5438.25.W29331 (Browse shelf(Opens below)) | 2 | Available | 2408/12 |
Includes endnotes, glossary and indexes.
Contents: The Field of selling: Selling and salespeople -- Building partnering relationships -- Knowledge and skills requirements: Ethical and legal issues in selling -- Buying behaviour 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 -- After the sale: building long-term partneships -- The Salesperson as a manager: Managing your time and territory -- Managing within your company -- Managing your career.
There are no comments on this title.