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Selling: building partnerships

Author: Weitz, Barton A. ; Castleberry, Stephen B. ; Tanner, John F.Publisher: Irwin, 1992.Language: EnglishDescription: 548 p. : Graphs/Photos ; 26 cm.ISBN: 0256103542Type of document: BookBibliography/Index: Includes bibliographical references and index
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Europe Campus
Main Collection
Print HF5438 .W458 1992
(Browse shelf)
001209539
Available 001209539
Total holds: 0

Includes bibliographical references and index

Digitized

Selling Building Partnerships Contents in Brief PART 1 The Field of Selling 2 Chapter 1 Personal Selling: Its Nature, Role, and Rewards 4 Chapter 2 Ethical and Legal Issues in Selling 41 Chapter 11 Obtaining Commitment 303 Chapter 12 Building Long-Term Partnerships 327 PART IV Special Applications 354 Chapter 13 Formal Negotiating 357 PART II Knowledge and Skill Requirements 64 Chapter 3 Buying Behavior and the Buying Process 66 Chapter 4 Adaptive Selling 103 Chapter 5 Communication Principles and Successful filling 130 Chapter 14 Selling to Resellers 383 PART V Improsing Your Effectiveness 414 Chapter 15 Enhancing Productivity through Special Communication 416 Chapter 16 Managing Your Territory 442 Chapter 17 Managing with Your Company 412 Chapter 18 Managing Your Career 503 Glossary 529 Name Index 117 Company Index 541 Subject Index 543 PART III The Partnership Process 164 Chapter 6 Prospecting and Gaining Precall Information 167 Chapter 7 Planning the Sales Call 198 Chapter 8 Making the Sales Call 221 Chapter 9 Strengthening the Presentation 247 Chapter 10 Responding to Objections 273

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