Instant download Test Bank for Selling: Building Partnerships, 7th Edition: Barton A. Weitz pdf docx epub after payment.
Product details:
- ISBN-10 : 007338108X
- ISBN-13 : 978-0073381084
- Author: Barton A. Weitz; Stephen Castleberry
Selling: Building Partnerships, 7e remains the most innovative textbook in the Selling course area today with its unique role plays and partnering skills which are critical skills for all business people. The authors emphasize throughout the text on the need for salespeople to be flexible-to adapt their strategies to customer needs, buyer social styles, and relationship needs and strategies. This is followed by a complete discussion of how effective selling and career growth are achieved through planning and continual learning. This market leading text has been updated to continue its relevance in the Selling market today just as it was twenty years ago.
Table of contents:
Chapter 1: Selling and Salespeople
Chapter 2: Building Partnering Relationships
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
Chapter 7: Prospecting
Chapter 8: Planning the Sales Call
Chapter 9: Making the Sales Call
Chapter 10: Strenthening the Presentation
Chapter 11: Responding to Objectives
Chapter 12: Obtaining Commitment
Chapter 13: Formal Negotiating
Chapter 14: After the Sale: Building Long Term Partnerships
Chapter 15: Managing Your Time Territory
Chapter 16:Managing Within Your Company
Chapter 17:Managing Your Career
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