Barton A. Weitz,
University of Florida - Gainesville Stephen B. Castleberry,
University of Minnesota - Duluth John F. Tanner, Jr.,
Baylor University
ISBN: 0073136905 Copyright year: 2007
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: 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
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2007 McGraw-Hill Higher Education