Selling : building partnerships /
Baron A. Weitz, Stephen B. Castleberry, John F. Tanner.
- 4th edition.
- New York : McGraw Hill, 2001.
- xviii, 496 pages : color illustrations ; 26 cm.
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.