000			01307nam a22002297a 4500
003			OSt
005			20210924115959.0
008			120529t xxu||||| |||| 00| 0 eng d
020			_a13: 9780073530017
040			_cLC
050			_aHF5438.25
100			_qCastleberry, Stephen Bryon
245			_aSelling: building partnerships. / _cStephen B. Castleberry and John F. Tanner Jr.
250			_a8th ed.
260			_aNew York: _bMcGraw-Hill, _c2011.
300			_axxvi, 495 p. + various pagings : _bill.;
500			_aIncludes endnotes, glossary and indexes.
505			_aContents: Selling and salespeople --1. Knowledge and skill requirements: Ethical and legal issues in selling -- Buying behaviour and the buying process-- Using communication principles to build relationships -- Adaptive selling for relationship building -- 2. 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 -- 3. The salesperson as manager: Managing your time and territory -- Managing within your company -- Managing your career.
650			_aSelling.
700			_aTanner, John F.
942			_2lcc _cBK
999			_c7770 _d15270