000			01319nam a22002057a 4500
005			20210414113946.0
008			120529t xxu||||| |||| 00| 0 eng d
020			_a13: 9780073136905
050			_aHF5438.25.W2933
100			_aWeitz, Barton A.
245			_aSelling: building partnerships. / _cBarton A. Weitz, Stephen B. Castleberry and John F. Tanner Jr.
260			_aBoston: _bMcGraw-Hill, _c2007.
300			_axxi, 481 p.: _bill.; _c 26 cm.
500			_aIncludes endnotes, glossary and indexes.
505			_aContents: 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.
650			_aSelling.
700			_aCastlebeerry, Stephen B.
700			_aTanner, John F.
942			_2lcc _cBK
999			_c984 _d8484