01319nam a22002057a 4500 20210414113946.0 120529t xxu||||| |||| 00| 0 eng d 13: 9780073136905 HF5438.25.W2933 Weitz, Barton A. Selling: building partnerships. / Barton A. Weitz, Stephen B. Castleberry and John F. Tanner Jr. Boston: McGraw-Hill, 2007. xxi, 481 p.: ill.; 26 cm. 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. Selling. Castlebeerry, Stephen B. Tanner, John F. lcc BK 984 8484 0 0 lcc 0 0 WIUC-1 WIUC-1 GEN 2012-05-29 0 HF5438.25.W2933 2407/12 2012-05-29 00:00:00 1 2012-05-29 BK 0 0 lcc 0 0 WIUC-1 WIUC-1 GEN 2012-05-29 0 HF5438.25.W29331 2408/12 2012-05-29 00:00:00 2 2012-05-29 BK