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Selling: Building Partnerships

Selling: Building Partnerships

10th Edition
By Stephen Castleberry and John Tanner
ISBN10: 1259573206
ISBN13: 9781259573200
Copyright: 2019
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Program Details

Preface
Acknowledgments
About the Authors
1 Selling and Salespeople
Part 1 Knowledge and Skill Requirements
2 Ethical and Legal Issues in Selling
3 Buying Behavior and the Buying Process
4 Using Communication Principles to Build Relationships
5 Adaptive Selling for Relationship Building
Part 2 The Partnership Process
6 Prospecting
7 Planning the Sales Call
8 Making the Sales Call
9 Strengthening the Presentation
10 Responding to Objections
11 Obtaining Commitment
12 Formal Negotiating
13 Building Partnering Relationships
14 Building Long-Term Partnerships
Part 3 The Salesperson as Manager
15 Managing Your Time and Territory
16 Managing within Your Company
17 Managing Your Career
Role Play Case 1 Purina ONE SmartBlend Dog Food
Role Play Case 2 Gartner
Glossary
Endnotes
Indexes