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Selling: building partnerships

Author: Weitz, Barton A. ; Castleberry, Stephen Bryon ; Tanner, John F. Series: McGraw-Hill Irwin series in marketing Publisher: McGraw-Hill, 2001. ; Irwin, 2001.Edition: 4th ed.Language: EnglishDescription: 630 p. : Ill. ; 26 cm. includes CD-ROM / DVDISBN: 0072315504Type of document: BookNote: CD available inside back coverBibliography/Index: Includes bibliographical references and index and glossary
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Item type Current location Collection Call number Status Notes Date due Barcode Item holds
Book Europe Campus
Main Collection
Print HF5438 .W458 2001
(Browse shelf)
001046436
Available CD available inside back cover 001046436
Total holds: 0

CD available inside back cover

Includes bibliographical references and index and glossary

Digitized

Selling Building Partnerships Contents in Brief Prologue xxv PART Chapter 10 Strengthening the Presentation 280 Chapter 11 Responding to Objections 314 Chapter 12 Obtaining Commitment 348 Chapter 13 Building Long-Term Partnerships 378 1 The Field of Selling 1 Chapter 1 Selling and Salespeople 2 Chapter 2 Building Partnering Relationships 30 Chapter 3 Ethical and Legal Issues in Selling 54 PART 4 Special Applications 413 PART 2 Knowledge and Skill Requirements 83 Chapter 4 Buying Behavior and the Buying Process 84 Chapter 5 Using Communication Principles to Build Relationships 122 Chapter 6 Adaptive Selling for Relationship Building 156 Chapter 14 Formal Negotiating 414 Chapter 15 Selling to Resellers 444 PART 5 The Salesperson as Manager 479 Chapter 16 Managing Your Time and Territory 480 Chapter 17 Managing within Your Company 514 Chapter 18 Managing Your Career 546 Role Play Cases 581 Notes 590 Glossary 605 Indexes 618 PART 3 The Partnership Process 181 Chapter 7 Prospecting 182 Chapter 8 Planning the Sales Call 214 Chapter 9 Making the Sales Call 244

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