Test Bank for Selling Building Partnerships 11th Edition Castleberry ISBN: 9781260682953

Description

Test Bank for Selling Building Partnerships 11th Edition Castleberry ISBN: 9781260682953

Test Bank for Selling Building Partnerships, 11th Edition, Stephen Castleberry, John Tanner, ISBN10: 1260682951, ISBN13: 9781260682953

Table of Contents

Chapter 1: Selling and Salespeople
Chapter 2: Ethical and Legal Issues in Selling
Chapter 3: Buying Behavior and the Buying Process
Chapter 4: Using Communication Principles to Build Relationships
Chapter 5: Adaptive Selling for Relationship Building

Chapter 6: Prospecting
Chapter 7: Planning the Sales Call
Chapter 8: Making the Sales Call
Chapter 9: Strengthening the Presentation
Chapter 10: Responding to Objections

Chapter 11: Obtaining Commitment
Chapter 12: Formal Negotiating
Chapter 13: Building Partnering Relationships
Chapter 14: Building Long-Term Partnerships
Chapter 15: Managing Your Time and Territory

Chapter 16: Managing within Your Company
Chapter 17: Managing Your Career