Weitz, Barton A. <br/><br/>
Selling: building partnerships. / 
Barton A. Weitz, Stephen B. Castleberry and John F. Tanner Jr. 
 - Boston:  McGraw-Hill,  2007. 
 - xxi, 481 p.:  ill.;   26 cm. 
<br/><br/> Includes endnotes, glossary and indexes. 
<br/><br/>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. 
<br/><br/><label>ISBN: </label>13: 9780073136905 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Selling. 
<br/><br/><label>LC Class. No.: </label>HF5438.25.W2933