TY  - BOOK
AU  - Weitz, Barton A.
AU  - Castlebeerry, Stephen B.
AU  - Tanner, John F.
TI  - Selling: building partnerships.
SN  - 13: 9780073136905
AV  - HF5438.25.W2933 
PY  - 2007///
CY  - Boston
PB  - McGraw-Hill
KW  - Selling.
N1  - 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
ER  -