Weitz, Barton A. creator Castlebeerry, Stephen B. Tanner, John F. text xxu Boston McGraw-Hill 2007 monographic eng

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xxi, 481 p.: ill.; 26 cm. 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. Barton A. Weitz, Stephen B. Castleberry and John F. Tanner Jr. Includes endnotes, glossary and indexes. Selling HF5438.25.W2933 13: 9780073136905 120529 20210414113946.0