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Selling: Building Partnerships, 5/e, with ACT! Express Software - Rilegato

Weitz, Barton A; Castleberry, Stephen B; Tanner, John F

 
9780072866803: Selling: Building Partnerships, 5/e, with ACT! Express Software
Rilegato
ISBN 10: 0072866802 ISBN 13: 9780072866803
Casa editrice: McGraw-Hill Higher Education, 2003

Sinossi

Selling: Building Partnerships, 5/e, by Weitz, Castleberry, and Tanner is the first text to integrate the partnerships/relationship theme in the selling course. It presents selling theories and skills and encourages the students to practice applying them. This edition features a revision of the traditional selling process, a thorough description of the buying and partnering processes used by business firms and the changes occurring in these processes, how to build a career in selling, an emphasis on the role of the salesperson and highlights the way salespeople use technology to learn about, connect with, and build relationships with their customers.

Le informazioni nella sezione "Riassunto" possono far riferimento a edizioni diverse di questo titolo.

Contenuti

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: After the Sale: Building long-term Partnerships

Part Four Special Applications

Chapter 14: Formal Negotiating

Chapter 15: Selling to Resellers

Part Five The Salesperson as a Manager

Chapter 16: Managing Your Time and Territory

Chapter 17: Managing within Your Company

Chapter 18: Managing Your Career

Product Description

Book by WeitzBarton CastleberryStephen TannerJohn Weitz Ba

Le informazioni nella sezione "Su questo libro" possono far riferimento a edizioni diverse di questo titolo.

Editore
McGraw-Hill Higher Education
Data di pubblicazione
2003
Lingua
Inglese
ISBN 10 
0072866802
ISBN 13 
9780072866803
Rilegatura
Copertina rigida
Numero edizione
5
Numero di pagine
672
Contatto del produttore
non disponibile
Persona responsabile
non disponibile