000			01852cam a2200361 i 4500
999			_c11865 _d11865
001			a13849490
003			SIRSI
005			20200216105108.0
008			130322s2014 nyua b 001 0 eng
010			_a 2013008649
016	7		_a016460814 _2Uk
020			_a9780077861001
020			_a0077861000
035			_a(OCoLC)833630413
040			_aDLC _beng _erda _cDLC _dYDX _dUKMGB _dOCLCF _dYDXCP _dUtOrBLW
042			_apcc
050	0	0	_aHF5438.25 _b.W2933 2014
082	0	0	_a658.85 _bC.S.S _223
100	1		_aCastleberry, Stephen Bryon. _eauthor
245	1	0	_aSelling : _bbuilding partnerships / _cStephen B. Castleberry, University of Minnesota Duluth, John F. Tanner, Jr., Baylor University.
250			_atenth Edition.
264		1	_aNew York : _bMcGraw Hill, _c[2019]
264		1	_cc2019
300			_axviii, 498 pages : _bcolor illustrations ; _c26 cm
336			_atext _btxt _2rdacontent
337			_aunmediated _bn _2rdamedia
338			_avolume _bnc _2rdacarrier
504			_aIncludes bibliographical references and index.
505	0		_aPreface -- 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.
650		0	_aSelling.
700	1		_aTanner, John F.
942			_2ddc _cBK