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008 130322s2014 nyu b 001 0 eng d
011 _aBIB MATCHES WORLDCAT
020 _a0077861000
020 _a9780077861001
035 _a(ATU)b13430324
035 _a(OCoLC)833630413
040 _aDLC
_beng
_erda
_cDLC
_dOCLCO
_dUKMGB
_dOCLCF
_dATU
042 _apcc
050 0 0 _aHF5438.25
_b.W2933 2013
082 0 0 _a658.85
_223
100 1 _aCastleberry, Stephen Bryon,
_eauthor.
_9824103
245 1 0 _aSelling :
_bbuilding partnerships /
_cStephen B. Castleberry, University of Minnesota Duluth, John F. Tanner, Jr., Baylor University.
250 _a9 [edition]
264 1 _aNew York, NY :
_bMcGraw Hill Education,
_c[2014]
264 4 _c©2014
300 _axxviii, 487 pages, various unnumbered pages :
_bcolour illustrations ;
_c27 cm
336 _atext
_btxt
_2rdacontent
337 _aunmediated
_bn
_2rdamedia
338 _avolume
_bnc
_2rdacarrier
500 _aPrevious editions (up to 7th ed.) also authored by Barton A. Weitz.
504 _aIncludes bibliographical references and index.
505 0 0 _g1.
_tSelling and salespeople --
_g2.
_tEthical and legal issues in selling --
_g3.
_tBuying behavior and the buying process --
_g4.
_tUsing communication principles to build relationships --
_g5.
_tAdaptive selling for relationship building --
_g6.
_tProspecting --
_g7.
_tPlanning the sales call --
_g8.
_tMaking the sales call --
_g9.
_tStrengthening the presentation --
_g10.
_tResponding to objections --
_g11.
_tObtaining commitment --
_g12.
_tFormal negotiating --
_g13.
_tBuilding partnering relationships --
_g14.
_tBuilding long-term partnerships --
_g15.
_tManaging your time and territory --
_g16.
_tManaging within your company --
_g17.
_tManaging your career --
_gRole play case 1.
_tStubb's bar-b-q --
_gRole play case 2.
_tNetsuite.
520 _a"Selling: Building Partnerships, 9e remains the most innovative textbook in the Selling course area today with its unique role plays and partnering skills which are critical skills for all business people. The authors emphasize throughout the text the need for salespeople to be flexible--to adapt their strategies to customer needs, buyer social styles, and relationship needs and strategies. This is followed by a complete discussion of how effective selling and career growth are achieved through planning and continual learning. This market-leading text has been updated to continue its relevance in the Selling market today just as it was twenty years ago."--Publisher description.
650 0 _aSelling
_9323810
700 1 _aTanner, John F.,
_eauthor.
_91089845
700 1 _iBased on (expression):
_aWeitz, Barton A.
_tSelling : building partnerships
_s7th ed.
907 _a.b13430324
_b07-03-20
_c28-10-15
942 _cB
945 _a658.85 CAS
_g1
_iA549518B
_j0
_lcmain
_o-
_p$228.44
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_y.i13387170
_z29-10-15
998 _ab
_ac
_b20-03-18
_cm
_da
_feng
_gnyu
_h0
999 _c1267902
_d1267902