01307nam a22002297a 4500 OSt 20210924115959.0 120529t xxu||||| |||| 00| 0 eng d 13: 9780073530017 LC HF5438.25 Castleberry, Stephen Bryon Selling: building partnerships. / Stephen B. Castleberry and John F. Tanner Jr. 8th ed. New York: McGraw-Hill, 2011. xxvi, 495 p. + various pagings : ill.; 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. Selling. Tanner, John F. lcc BK 7770 15270 0 0 lcc 0 0 WIUC-KL WIUC-KL GEN 2019-10-30 STM HF5438.25.C35(8e) K/969/969/19 2021-09-24 00:00:00 2021-09-24 BK