HelpFeedback
Selling: Building Partnerships
Information Center
Table of Contents


Selling: Building Partnerships, 5/e
Barton Weitz, University of Florida
Stephen B Castleberry, University of Minnesota
John (Jeff) F Tanner, Baylor University

ISBN: 0072549289
Copyright year: 2004

Table of 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: After the Sale: Building long-term Partnerships
 
Part Four Special Applications
Chapter 14: Formal Negotiating
Chapter 15: Selling to Resellers
 
Part Five The Salesperson as a Manager
Chapter 16: Managing Your Time and Territory
Chapter 17: Managing within Your Company
Chapter 18: Managing Your Career
 

To obtain an instructor login for this Online Learning Center, ask your local sales representative. If you're an instructor thinking about adopting this textbook, request a free copy for review.



(c)2004 McGraw-Hill Higher Education
Any use is subject to the Terms of Use and Privacy Policy.
McGraw-Hill Higher Education is one of the many fine businesses of The McGraw-Hill Companies.