Selling with Goldmine Software
4th Edition
Published on 1. November 2000
Book
Mixed media product
640 pages
978-0-07-118069-6 (ISBN)
Description
This title integrates the partnerships/relationship theme in the selling course. This theme is expanded and elaborated upon in each edition. It presents selling theories and skills and then encourages the students to practise applying them.
More details
Edition
4th edition
Language
English
Place of publication
London
United States
Publishing group
McGraw-Hill Education - Europe
Target group
College/higher education
Professional and scholarly
Dimensions
Height: 254 mm
Width: 204 mm
Weight
1420 gr
ISBN-13
978-0-07-118069-6 (9780071180696)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Content
Part 1 The field of selling: selling and salespeople; building partnering relationships; ethical and legal issues in selling. Part 2 Knowledge and skills requirements: buyer behaviour and the buying process; using communication principles to build relationships; adaptive selling for relationship building. Part 3 The partnership process: prospecting; planning the sales call; making the sales call; strengthening the presentation; responding to objections; obtaining commitment; after the sale - building long-term partnerships. Part 4 Special applications: formal negotiating; selling to resellers. Part 5 The salesperson as manager: managing your time and your territory; managing within your company; managing your career.