Selling: Building Partnerships, 5/e, with ACT! Express Software
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48 759 Ft
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Product details:
- Edition number 5
- Publisher McGraw-Hill
- Date of Publication 1 March 2003
- ISBN 9780072866803
- Binding Unidentified
- No. of pages pages
- Size 259x205x29 mm
- Weight 1336 g
- Language English 0
Categories
Long description:
Selling: Building Partnerships, 5/e, by Weitz, Castleberry, and Tanner is the first text to integrate the partnerships/relationship theme in the selling course. It presents selling theories and skills and encourages the students to practice applying them. This edition features a revision of the traditional selling process, a thorough description of the buying and partnering processes used by business firms and the changes occurring in these processes, how to build a career in selling, an emphasis on the role of the salesperson and highlights the way salespeople use technology to learn about, connect with, and build relationships with their customers.
MoreTable of 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: After the Sale: Building long-term Partnerships
Part Four Special Applications
Chapter 14: Formal Negotiating
Chapter 15: Selling to Resellers
Part Five The Salesperson as a Manager
Chapter 16: Managing Your Time and Territory
Chapter 17: Managing within Your Company
Chapter 18: Managing Your Career
More
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: After the Sale: Building long-term Partnerships
Part Four Special Applications
Chapter 14: Formal Negotiating
Chapter 15: Selling to Resellers
Part Five The Salesperson as a Manager
Chapter 16: Managing Your Time and Territory
Chapter 17: Managing within Your Company
Chapter 18: Managing Your Career
More
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: After the Sale: Building long-term Partnerships
Part Four Special Applications
Chapter 14: Formal Negotiating
Chapter 15: Selling to Resellers
Part Five The Salesperson as a Manager
Chapter 16: Managing Your Time and Territory
Chapter 17: Managing within Your Company
Chapter 18: Managing Your Career
More
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: After the Sale: Building long-term Partnerships
Part Four Special Applications
Chapter 14: Formal Negotiating
Chapter 15: Selling to Resellers
Part Five The Salesperson as a Manager
Chapter 16: Managing Your Time and Territory
Chapter 17: Managing within Your Company
Chapter 18: Managing Your Career
More
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: After the Sale: Building long-term Partnerships
Part Four Special Applications
Chapter 14: Formal Negotiating
Chapter 15: Selling to Resellers
Part Five The Salesperson as a Manager
Chapter 16: Managing Your Time and Territory
Chapter 17: Managing within Your Company
Chapter 18: Managing Your Career
More
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: After the Sale: Building long-term Partnerships
Part Four Special Applications
Chapter 14: Formal Negotiating
Chapter 15: Selling to Resellers
Part Five The Salesperson as a Manager
Chapter 16: Managing Your Time and Territory
Chapter 17: Managing within Your Company
Chapter 18: Managing Your Career
More
Chapter 10: Strengthening the Presentation
Chapter 11: Responding to Objections
Chapter 12: Obtaining Commitment
Chapter 13: After the Sale: Building long-term Partnerships
Part Four Special Applications
Chapter 14: Formal Negotiating
Chapter 15: Selling to Resellers
Part Five The Salesperson as a Manager
Chapter 16: Managing Your Time and Territory
Chapter 17: Managing within Your Company
Chapter 18: Managing Your Career
More
Chapter 12: Obtaining Commitment
Chapter 13: After the Sale: Building long-term Partnerships
Part Four Special Applications
Chapter 14: Formal Negotiating
Chapter 15: Selling to Resellers
Part Five The Salesperson as a Manager
Chapter 16: Managing Your Time and Territory
Chapter 17: Managing within Your Company
Chapter 18: Managing Your Career
More
Part Four Special Applications
Chapter 14: Formal Negotiating
Chapter 15: Selling to Resellers
Part Five The Salesperson as a Manager
Chapter 16: Managing Your Time and Territory
Chapter 17: Managing within Your Company
Chapter 18: Managing Your Career
More
Chapter 15: Selling to Resellers
Part Five The Salesperson as a Manager
Chapter 16: Managing Your Time and Territory
Chapter 17: Managing within Your Company
Chapter 18: Managing Your Career
More
Chapter 16: Managing Your Time and Territory
Chapter 17: Managing within Your Company
Chapter 18: Managing Your Career
More
Chapter 18: Managing Your Career More
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