Selling : Building Partnerships （6TH）

Weitz, Barton A./ Castleberry, Stephen Bryon/ Tanner, John F.

McGraw Hill Higher Education（2005/11発売）

• 言語 ENG
• 商品コード 9780073229409
• DDC分類 658.85

Full Description

Using real people, real stories, real examples, and real situations, "Selling: Building Partnerships, 6/e" delivers an exciting new approach that will help your students develop the partnerships that will promote success in their careers and in their lives. "Selling" presents selling theories and skills and gives students plenty of opportunity to apply them, showing how salespeople operate in real-life selling situations. This gives students a solid foundation for the more specific sales training they receive on the job.

Contents

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: Formal Negotiation Chapter 14: After the Sale: Building Long-Term Partnerships Part Four: The Salesperson as Professional Chapter 15: Managing Your Time and Territory Chapter 16: Managing Within Your Company Chapter 17: Managing Your Career