Selling: Building Partnerships, 5/e, with ACT! Express Software
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48 759 Ft (46 437 Ft + 5% áfa)
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Feliratkozom
48 759 Ft
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A termék adatai:
- Kiadás sorszáma 5
- Kiadó McGraw-Hill
- Megjelenés dátuma 2003. március 1.
- ISBN 9780072866803
- Kötéstípus Kötés ismeretlen
- Terjedelem oldal
- Méret 259x205x29 mm
- Súly 1336 g
- Nyelv angol 0
Kategóriák
Hosszú leírás:
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.
TöbbTartalomjegyzék:
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
Több
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
Több
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
Több
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
Több
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
Több
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
Több
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
Több
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
Több
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
Több
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
Több
Chapter 16: Managing Your Time and Territory
Chapter 17: Managing within Your Company
Chapter 18: Managing Your Career
Több
Chapter 18: Managing Your Career Több
Selling: Building Partnerships, 5/e, with ACT! Express Software
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