Selling : Building Partnerships

3.29 (17 ratings by Goodreads)
  • Mixed media product

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"Selling: Building Partnerships, 6/e", by Weitz, Castleberry, and Tanner is the first text to integrate the partnerships/relationship theme in the selling course. It presents selling theories and skills and encourages the students to practice applying them. Students will be presented with situations that occur in the field. This content will dovetail nicely into the training they receive from companies they go to work for.
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Product details

  • Mixed media product
  • 198 x 252 x 20mm | 997.9g
  • McGraw Hill Higher Education
  • London, United States
  • Revised
  • 6th Revised edition
  • 0071108300
  • 9780071108300

Table of contents

Part One: The Field of Selling 1: Selling and Salespeople 2: Building Partnering Relationships Part Two: Knowledge and Skill Requirements 3: Ethical and Legal Issues in Selling 4: Buying Behavior and the Buying Process 5: Using Communication Principles to Build Relationships 6: Adaptive Selling for Relationship Building Part Three: The Partnership Process 7: Prospecting 8: Planning the Sales Call 9: Making the Sales Call 10: Strengthening the Presentation 11: Responding to Objections 12: Obtaining Commitment 13: Formal Negotiation 14: After the Sale: Building Long-Term Partnerships Part Four: The Salesperson as Professional 15: Managing Your Time and Territory 16: Managing Within Your Company 17: Managing Your Career
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Rating details

17 ratings
3.29 out of 5 stars
5 18% (3)
4 35% (6)
3 24% (4)
2 6% (1)
1 18% (3)
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