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Selling: Building Partnerships

Selling: Building Partnerships

10th Edition
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ISBN10: 1260141160 | ISBN13: 9781260141160

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ISBN10: 1259573206 | ISBN13: 9781259573200

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ISBN10: 1260141217 | ISBN13: 9781260141214

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ISBN10: 1260276988 | ISBN13: 9781260276985

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The estimated amount of time this product will be on the market is based on a number of factors, including faculty input to instructional design and the prior revision cycle and updates to academic research-which typically results in a revision cycle ranging from every two to four years for this product. Pricing subject to change at any time.

Program Details

Chapter 1: Selling and Salespeople
Part 1: Knowledge and Skill Requirements
Chapter 2: Ethical and Legal Issues in Selling
Chapter 3: Buying Behavior and the Buying Process
Chapter 4: Using Communication Principles to Build Relationships
Chapter 5: Adaptive Selling for Relationship Building
Part 2: The Partnership Process
Chapter 6: Prospecting
Chapter 7: Planning the Sales Call
Chapter 8: Making the Sales Call
Chapter 9: Strengthening the Presentation
Chapter 10: Responding to Objections
Chapter 11: Obtaining Commitment
Chapter 12: Formal Negotiating
Chapter 13: Building Partnering Relationships
Chapter 14: Building Long-Term Partnerships
Part 3: The Salesperson As Manager
Chapter 15: Managing Your Time and Territory
Chapter 16: Managing within Your Company
Chapter 17: Managing Your Career