000 | 02968cam a2200409 i 4500 | ||
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005 | 20230526151253.0 | ||
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 |
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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 |
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336 |
_atext _btxt _2rdacontent |
||
337 |
_aunmediated _bn _2rdamedia |
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338 |
_avolume _bnc _2rdacarrier |
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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 |
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700 | 1 |
_iBased on (expression): _aWeitz, Barton A. _tSelling : building partnerships _s7th ed. |
|
907 |
_a.b13430324 _b07-03-20 _c28-10-15 |
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942 | _cB | ||
945 |
_a658.85 CAS _g1 _iA549518B _j0 _lcmain _o- _p$228.44 _q- _r- _s- _t0 _u6 _v1 _w0 _x2 _y.i13387170 _z29-10-15 |
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998 |
_ab _ac _b20-03-18 _cm _da _feng _gnyu _h0 |
||
999 |
_c1267902 _d1267902 |