Selling: With ACT! Express Software
Building Partnerships
5th Edition
Published on 1. March 2003
Book
Mixed media product
672 pages
978-0-07-286680-3 (ISBN)
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.
More details
Edition
5th Revised edition
Language
English
Place of publication
London
United Kingdom
Publishing group
McGraw-Hill Education - Europe
Edition type
Revised edition
Dimensions
Height: 259 mm
Width: 205 mm
Thickness: 29 mm
Weight
1335 gr
ISBN-13
978-0-07-286680-3 (9780072866803)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Other editions
New editions
Book
11/2005
6th Edition
McGraw Hill Higher Education
€153.12
Article not available
Content
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