Southville International School and Colleges
Selling : building partnerships /
by Castleberry, Stephen Bryon; Tanner, John F.
Type:
BookPublisher: New York : McGraw Hill, 2014Edition: 9th edition.Description: xviii, 496 pages : color illustrations ; 26 cm.ISBN: 9780071315500; 0077861000.Subject(s): SellingOnline resources: Table of contents only | Publisher description | Item type | Location | Call number | Status | Date due | Barcode |
|---|---|---|---|---|---|
 Books |
College Library
Reserve Section
College Library |
HF 5438.25 .W2933 2014 (Browse shelf) | Available | C19184 |
Browsing College Library Shelves , Shelving location: Reserve Section Close shelf browser
| HF 5438.25 .M44 2016 Sandler enterprise selling : | HF 5438.25 .S323 2016 Selling vision : | HF 5438.25 .Sch338 2012 The power of positive selling : 30 surefire techniques to win new clients, boost your commission, and build the mindset for success / | HF 5438.25 .W2933 2014 Selling : | HF 5438.4 .H153 2012 Sales management / | HF 5438.4 .H153 2017 Sales management : |
Includes bibliographical references, glossary 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.
Business Administration
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