ISE MP SELLING W/ACT!EXPRESS
6th Edition
Published on 16. December 2005
Book
Mixed media product
978-0-07-110830-0 (ISBN)
Description
Selling: Building Partnerships, 6/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. Students will be presented with situations that occur in the field. This content will dovetail nicely into the training they receive from companies they go to work for.
More details
Edition
6th edition
Language
English
Place of publication
United States
Publishing group
McGraw-Hill Education - Europe
Dimensions
Height: 262 mm
Width: 211 mm
Thickness: 23 mm
Weight
1143 gr
ISBN-13
978-0-07-110830-0 (9780071108300)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Content
Part One: The Field of Selling 1: Selling and Salespeople 2: Building Partnering Relationships Part Two: Knowledge and Skill Requirements 3: Ethical and Legal Issues in Selling 4: Buying Behavior and the Buying Process 5: Using Communication Principles to Build Relationships 6: Adaptive Selling for Relationship Building Part Three: The Partnership Process 7: Prospecting 8: Planning the Sales Call 9: Making the Sales Call 10: Strengthening the Presentation 11: Responding to Objections 12: Obtaining Commitment 13: Formal Negotiation 14: After the Sale: Building Long-Term Partnerships Part Four: The Salesperson as Professional 15: Managing Your Time and Territory 16: Managing Within Your Company 17: Managing Your Career