Selling Building Partnerships 7th Edition Weitz Test Bank
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Selling Building Partnerships 7th Edition Weitz Test Bank
Product details:
- ISBN-10 : 007338108X
- ISBN-13 : 978-0073381084
- Author: Barton A Weitz, Barton Weitz, Stephen B Castleberry, Stephen Castleberry, John F Tanner, John Tanner, Jr John F Tanner
Chapter 1: Selling and Salespeople
Chapter 2: Building Partnering Relationships
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
Chapter 7: Prospecting
Chapter 8: Planning the Sales Call
Chapter 9: Making the Sales Call
Chapter 10: Strenthening the Presentation
Chapter 11: Responding to Objectives
Chapter 12: Obtaining Commitment
Chapter 13: Formal Negotiating
Chapter 14: After the Sale: Building Long Term Partnerships
Chapter 15: Managing Your Time Territory
Chapter 16:Managing Within Your Company
Chapter 17:Managing Your Career
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