Castleberry, Stephen Bryon. creator Tanner, John F. Jr. text bibliography nyu 2019 2019 10th ed. monographic eng

print

1 volume (various pagings) : illustrations ; 26 cm 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 -- Stephen B. Castleberry, John F. Tanner, Jr. Includes bibliographical references and index. Selling HF5438.25.W29 658.85 9781259573200 1259573206 2017049553 DLC 171103 20230426120018.0 20127514 eng