Selling : building partnerships [printed text] / Stephen B. Castleberry, Author  . -  11th . - New York : McGraw-Hill Higher Education, 2022 . - 522 p. : ill col. ; 24 mm.
ISBN : 978-1-265-08229-1 : €67.05
Your studies. Your rules.

Our new digital learning tools and resources will help you learn in the way that works best for you. With our exclusive partner offers and discounts - like free tutoring and access to our student success center full of practice videos - we are here to support you along every step of your learning journey. Get redi your way!

Class number:

658.85

Contents note:

Chapter 1. Selling and salespeople Part 1: Knowledge and skill requirements Chapter 2. Ethical and legal issues in selling; Chapter 3. Buying behaviour and the the buying process; Chapter 4. Using communication principles to build relationships; Chapter 5. Adaptive selling for relationship building Part 2: The partership process Chapter 6. Prospecting; Chapter 7. Planning the sales call; Chapter 8. Making the sales call; Chapter 9. Strengthening the presentation; Chapter 10. Responding to objections; Chapter 11. Obtaining commitment; Chapter 12. Formal negotiating; Chapter 13. Building partnering relationships; Chapter 14. Building long term partnerships Part 3: The salesperson as manager Chapter 15. Managing your time and territory; Chapter 16. Managing within your company; Chapter 17. Managing your career