Selling : building partnerships
Publication details: Boston : McGraw-Hill/Irwin, c2007. Description: xxi, 481 p. : ill. ; 25 cm. + CD-ROMISBN: 9780073136905; 0073136905Subject(s): 1. SellingDDC classification: 658.85 WEI| Item type | Current library | Home library | Call number | Status | Date due | Barcode | Item holds |
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English Reference
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Villa College Library | Villa College Library | 658.85 WEI (Browse shelf(Opens below)) | Available | 3458 | ||
English Lending
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Villa College Library | Villa College Library | 658.85 WEI (Browse shelf(Opens below)) | Available | 3459 |
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| 658.85 THU Exceptional selling : how the best connect and win in high stakes sales / | 658.85 THU Exceptional selling : how the best connect and win in high stakes sales / | 658.85 WEI Selling | 658.85 WEI Selling | 658.85 WIL Buyer-centered selling : how modern sellers engage & collabrate with buyers / | 658.85 ZIG Secrets of closing the sale / | 658.87 BER Retail management |
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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