Selling : building partnerships / Stephen B. Castleberry, University of Minnesota Duluth, John F. Tanner, Jr., Baylor University.
Material type: TextPublisher: New York : McGraw Hill, 2014Edition: Ninth EditionDescription: xviii, 496p. : col. ill. ; 26 cmContent type:- text
- unmediated
- volume
- 9780077861001
- 658.85 23
- HF5438.25 .C353 2014
Item type | Home library | Collection | Call number | Copy number | Status | Date due | Barcode | |
---|---|---|---|---|---|---|---|---|
Open Shelf Books | Al-Ghazali Library | OS | HF5438.25 .C353 2014 (Browse shelf(Opens below)) | 1/4 | Available | GHAZ15094441 | ||
Open Shelf Books | Al-Ghazali Library | OS | HF5438.25 .C353 2014 (Browse shelf(Opens below)) | 2/4 | Available | GHAZ16015402 | ||
Open Shelf Books | Al-Ghazali Library | OS | HF5438.25 .C353 2014 (Browse shelf(Opens below)) | 3/4 | Available | GHAZ16015403 | ||
Open Shelf Books | Al-Ghazali Library | OS | HF5438.25 .C353 2014 (Browse shelf(Opens below)) | 4/4 | Available | GHAZ16086424 |
Includes bibliographical references and index.
Preface -- Selling and salespeople -- Knowledge and skill requirements -- Ethical and legal issues in selling -- Buying behavior 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 -- Building partnering relationships -- Building long-term partnerships -- The salesperson as manager -- Managing your time and territory -- Managing within your company -- Managing your career -- Role play case 1: Stubb's bar-b-q -- Role play case 2: Netsuite.