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Test Bank for Selling: Building Partnerships 10th Edition Castleberry

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Download: Test Bank for Selling: Building Partnerships 10th Edition By Stephen Castleberry, John Tanner, ISBN 10: 1259573206, ISBN 13: 9781259573200

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Test Bank for Selling: Building Partnerships 10th Edition Castleberry

Test Bank for Selling: Building Partnerships 10th Edition By Stephen Castleberry, John Tanner, ISBN 10: 1259573206, ISBN 13: 9781259573200

Table Of Content

Preface

Acknowledgments

 

About the Authors

 

1 Selling and Salespeople

 

Part 1 Knowledge and Skill Requirements

 

2 Ethical and Legal Issues in Selling

 

3 Buying Behavior and the Buying Process

 

4 Using Communication Principles to Build Relationships

 

5 Adaptive Selling for Relationship Building

 

Part 2 The Partnership Process

 

6 Prospecting

 

7 Planning the Sales Call

 

8 Making the Sales Call

 

9 Strengthening the Presentation

 

10 Responding to Objections

 

11 Obtaining Commitment

 

12 Formal Negotiating

 

13 Building Partnering Relationships

 

14 Building Long-Term Partnerships

 

Part 3 The Salesperson as Manager

 

15 Managing Your Time and Territory

 

16 Managing within Your Company

 

17 Managing Your Career

 

Role Play Case 1 Purina ONE SmartBlend Dog Food

 

Role Play Case 2 Gartner

 

Glossary

 

Endnotes

 

Indexes