TY  - BOOK
AU  - Castleberry,Stephen Bryon
AU  - Tanner,John F.
TI  - Selling: building partnerships 
SN  - 9780077861001
AV  - HF5438.25 .W2933 2014
U1  - 658.85 23
PY  - 2019///]
CY  - New York
PB  - McGraw Hill
KW  - Selling
N1  - Includes bibliographical references and index; Preface -- Selling and salespeople -- Knowledge and skill requirements -- Ethical and legal issues in selling -- Buying behavior and the buying process -- Using communication principles to build relationships -- Adaptive selling for relationship building -- The partnership process -- Prospecting -- Planning the sales call -- Making the sales call -- Strengthening the presentation -- Responding to objections -- Obtaining commitment -- Formal negotiating -- Building partnering relationships -- Building long-term partnerships -- The salesperson as manager -- Managing your time and territory -- Managing within your company -- Managing your career -- Role play case 1: Stubb's bar-b-q -- Role play case 2: Netsuite
ER  -