02031cam a2200373 i 4500 20127514 OSt 20230426120018.0 171103t20192019nyua b 001 0 eng 2017049553 9781259573200 (bound edition ; alk. paper) 1259573206 (bound edition ; alk. paper) (OCoLC)on1011543222 DLC eng LC rda OCLCF OCLCO CUS PJW DLC pcc HF5438.25.W29 658.85 23 Castleberry, Stephen Bryon. 1297 Selling: building partnerships. / Stephen B. Castleberry, John F. Tanner, Jr. 10th ed. New York, NY: McGraw-Hill Education, 2019. 1 volume (various pagings) : illustrations ; 26 cm text txt rdacontent unmediated n rdamedia volume nc rdacarrier 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 -- Selling. 1291 Tanner, John F. Jr., 1298 7 cbc orignew 1 ecip 20 y-gencatlg lcc BK 9539 17039 0 0 lcc 0 0 WIUC-KL WIUC-KL GEN 2023-03-15 0 HF5438.25.W29(10e) K/3101/0199/23 2023-04-26 00:00:00 2023-04-26 BK