|
" Selling : "
Stephen B. Castleberry, University of Minnesota Duluth, John F. Tanner, Jr., Baylor University.
| Document Type
|
:
|
BL
|
| Record Number
|
:
|
872147
|
| Main Entry
|
:
|
Castleberry, Stephen Bryon.
|
| Title & Author
|
:
|
Selling : : building partnerships /\ Stephen B. Castleberry, University of Minnesota Duluth, John F. Tanner, Jr., Baylor University.
|
| Edition Statement
|
:
|
Ninth edition.
|
| Publication Statement
|
:
|
New York :: McGraw Hill,, [2014]
|
| Page. NO
|
:
|
xviii, 496 pages :: color illustrations ;; 26 cm
|
| ISBN
|
:
|
0071315500
|
|
|
:
|
: 0077861000
|
|
|
:
|
: 9780071315500
|
|
|
:
|
: 9780077861001
|
| Bibliographies/Indexes
|
:
|
Includes bibliographical references and index.
|
| Contents
|
:
|
Preface -- Selling and salespeople -- Knowledge and skill requirements -- Ethical and legal issues in selling -- Buying behavior and the buying process -- Using communication principles to build relationships -- Adaptive selling for relationship building -- The partnership process -- Prospecting -- Planning the sales call -- Making the sales call -- Strengthening the presentation -- Responding to objections -- Obtaining commitment -- Formal negotiating -- Building partnering relationships -- Building long-term partnerships -- The salesperson as manager -- Managing your time and territory -- Managing within your company -- Managing your career -- Role play case 1: Stubb's bar-b-q -- Role play case 2: Netsuite.
|
| Subject
|
:
|
Selling.
|
| Subject
|
:
|
Relations avec la clientèle.
|
| Subject
|
:
|
Selling.
|
| Subject
|
:
|
Vente.
|
| Dewey Classification
|
:
|
658.85
|
| LC Classification
|
:
|
HF5438.25.W2933 2014
|
| Added Entry
|
:
|
Tanner, John F.
|
| |