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Selling : building partnerships / Stephen B. Castleberry, University of Minnesota Duluth, John F. Tanner, Jr., Baylor University.

By: Contributor(s): Material type: TextTextPublisher: New York : McGraw Hill, 2014Edition: Ninth EditionDescription: xviii, 496p. : col. ill. ; 26 cmContent type:
  • text
Media type:
  • unmediated
Carrier type:
  • volume
ISBN:
  • 9780077861001
Subject(s): DDC classification:
  • 658.85 23
LOC classification:
  • HF5438.25 .C353 2014
Online resources:
Contents:
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.
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Holdings
Item type Home library Collection Call number Copy number Status Date due Barcode
Open Shelf Books Open Shelf Books Al-Ghazali Library OS HF5438.25 .C353 2014 (Browse shelf(Opens below)) 1/4 Available GHAZ15094441
Open Shelf Books Open Shelf Books Al-Ghazali Library OS HF5438.25 .C353 2014 (Browse shelf(Opens below)) 2/4 Available GHAZ16015402
Open Shelf Books Open Shelf Books Al-Ghazali Library OS HF5438.25 .C353 2014 (Browse shelf(Opens below)) 3/4 Available GHAZ16015403
Open Shelf Books Open Shelf Books Al-Ghazali Library OS HF5438.25 .C353 2014 (Browse shelf(Opens below)) 4/4 Available GHAZ16086424
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HF5438.25 .C353 2011 Selling : HF5438.25 .C353 2011 Selling : HF5438.25 .C353 2014 Selling : HF5438.25 .C353 2014 Selling : HF5438.25 .C353 2014 Selling : HF5438.25 .C353 2014 Selling : HF5438.25.C487 2010 Competitive selling :

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.