Selling: Building Partnerships / Edition 5

Selling: Building Partnerships / Edition 5

by Barton A. Weitz, John F. Tanner, Stephen Bryon Castleberry
     
 

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ISBN-10: 0071215190

ISBN-13: 9780071215190

Pub. Date: 01/01/2004

Publisher: McGraw-Hill School Education Group

This text was the first to integrate the partnerships/relationship theme in the selling course. This theme was expanded and elaborated upon in the third edition.

Overview

This text was the first to integrate the partnerships/relationship theme in the selling course. This theme was expanded and elaborated upon in the third edition.

Product Details

ISBN-13:
9780071215190
Publisher:
McGraw-Hill School Education Group
Publication date:
01/01/2004
Series:
The McGraw-Hill/Irwin Series in Marketing
Pages:
672
Product dimensions:
10.24(w) x 8.27(h) x (d)

Related Subjects

Table of Contents

Part One: The Field of Selling

Chapter 1: Selling and Salespeople

Chapter 2: Building Partnering Relationships
Part Two: Knowledge and Skill Requirements

Chapter 3: Ethical and Legal Issues in Selling

Chapter 4: Buying Behavior and the Buying Process

Chapter 5: Using Communication Principles to Build Relationships

Chapter 6: Adaptive Selling for Relationship Building
Part Three: The Partnership Process

Chapter 7: Prospecting

Chapter 8: Planning the Sales Call

Chapter 9: Making the Sales Call

Chapter 10: Strengthening the Presentation

Chapter 11: Responding to Objections

Chapter 12: Obtaining Commitment

Chapter 13: Formal Negotiation

Chapter 14: After the Sale: Building Long-Term Partnerships
Part Four: The Salesperson as Professional

Chapter 15: Managing Your Time and Territory

Chapter 16: Managing Within Your Company

Chapter 17: Managing Your Career

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