Selling
Building Partnerships
6th Edition
Published on 18. November 2005
Book
Mixed media product
978-0-07-322940-9 (ISBN)
Description
Using real people, real stories, real examples, and real situations, "Selling: Building Partnerships, 6/e" delivers an exciting new approach that will help your students develop the partnerships that will promote success in their careers and in their lives. "Selling" presents selling theories and skills and gives students plenty of opportunity to apply them, showing how salespeople operate in real-life selling situations. This gives students a solid foundation for the more specific sales training they receive on the job.
More details
Edition
6th Revised edition
Language
English
Place of publication
London
United States
Publishing group
McGraw-Hill Education - Europe
Edition type
Revised edition
Dimensions
Height: 261 mm
Width: 210 mm
Thickness: 26 mm
Weight
1143 gr
ISBN-13
978-0-07-322940-9 (9780073229409)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Other editions
Previous edition
Barton A. Weitz | Stephen Bryon Castleberry | John F. Tanner
Selling: With ACT! Express Software
Building Partnerships
Book
03/2003
5th Edition
McGraw-Hill Publishing Co.
€126.44
Article exhausted; check for reprint
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: Formal Negotiation Chapter 14: After the Sale: Building Long-Term Partnerships Part Four: The Salesperson as Professional Chapter 15: Managing Your Time and Territory Chapter 16: Managing Within Your Company Chapter 17: Managing Your Career