ISE EBook Selling: Building Partnerships 11th Edition Stephen Castleberry

ISE EBook Selling: Building Partnerships – Ebook Instant Download/Delivery ISBN(s): 9781265082291,1265082294

Product details:

• ISBN-10 ‏ : ‎ 1265082294
• ISBN-13 ‏ : ‎ 978-1265082291
• Author(s): Stephen Castleberry;John Tanner;; John F. Tanner Jr.

International Edition of Building Partnerships 11th Edition By Stephen B. Castleberry, John F. Tanner This ISBN is a student textbook only. It does not come with online access code. Access code, if required by an instructor, sold separately at another ISBN. The content of international edition is the same as other formats.

Table contents:

Chapter 1: Selling and Salespeople
Part 1: Knowledge and Skill Requirements
Chapter 2: Ethical and Legal Issues in Selling
Chapter 3: Buying Behavior and the Buying Process
Chapter 4: Using Communication Principles to Build Relationships
Chapter 5: Adaptive Selling for Relationship Building
Part 2: The Partnership Process
Chapter 6: Prospecting
Chapter 7: Planning the Sales Call
Chapter 8: Making the Sales Call
Chapter 9: Strengthening the Presentation
Chapter 10: Responding to Objections
Chapter 11: Obtaining Commitment
Chapter 12: Formal Negotiating
Chapter 13: Building Partnering Relationships
Chapter 14: Building Long-Term Partnerships
Part 3: The Salesperson as Manager
Chapter 15: Managing Your Time and Territory
Indexes
Company Index
Subject Index

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