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Selling : building partnerships

By: Barton A. Weitz, Stephen B. Castleberry, John F. TannerPublication details: Boston : McGraw-Hill/Irwin, c2007. Description: xxi, 481 p. : ill. ; 25 cm. + CD-ROMISBN: 9780073136905; 0073136905Subject(s): 1. SellingDDC classification: 658.85 WEI

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Item type	Current library	Home library	Call number	Status	Date due	Barcode	Item holds
English Reference	Villa College Library	Villa College Library	658.85 WEI (Browse shelf(Opens below))	Available		3458
English Lending	Villa College Library	Villa College Library	658.85 WEI (Browse shelf(Opens below))	Available		3459

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Contents:
Part One: The Field of Selling
Chapter 1: Selling and Salespeople
Chapter 2: Building Partnering Relationships
Part Two: Knowledge and Skill Requirements
Chapter 3: Ethical and Legal Issues in Selling
Chapter 4: Buying Behavior and the Buying Process
Chapter 5: Using Communication Principles to Build Relationships
Chapter 6: Adaptive Selling for Relationship Building
Part Three: The Partnership Process
Chapter 7: Prospecting
Chapter 8: Planning the Sales Call
Chapter 9: Making the Sales Call
Chapter 10: Strengthening the Presentation
Chapter 11: Responding to Objections
Chapter 12: Obtaining Commitment
Chapter 13: Formal Negotiation
Chapter 14: After the Sale: Building Long-Term Partnerships
Part Four: The Salesperson as Professional
Chapter 15: Managing Your Time and Territory
Chapter 16: Managing Within Your Company
Chapter 17: Managing Your Career

Includes bibliographical references and index

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