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Selling

Autor Barton A. Weitz, Stephen B Castleberry, John F Tanner, Weitz Barton, Stephen Castleberry, John Tanner
en Limba Engleză Paperback – 18 noi 2005
Using real people, real stories, real examples, and real situations, this book helps students develop the partnerships that promote success in their careers and in their lives. It presents selling theories and skills and gives students opportunity to apply them, showing how salespeople operate in real-life selling situations.
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Specificații

ISBN-13: 9780073229409
ISBN-10: 0073229407
Dimensiuni: 210 x 260 x 25 mm
Greutate: 1.3 kg
Ediția:6th Revised edition
Editura: McGraw Hill LLC
Locul publicării:United States

Cuprins

Part One: The Field of Selling

Chapter 1: Selling and Salespeople

Chapter 2: Building Partnering Relationships

Part Two: Knowledge and Skill Requirements

Chapter 3: Ethical and Legal Issues in Selling

Chapter 4: Buying Behavior and the Buying Process

Chapter 5: Using Communication Principles to Build Relationships

Chapter 6: Adaptive Selling for Relationship Building

Part Three: The Partnership Process

Chapter 7: Prospecting

Chapter 8: Planning the Sales Call

Chapter 9: Making the Sales Call

Chapter 10: Strengthening the Presentation

Chapter 11: Responding to Objections

Chapter 12: Obtaining Commitment

Chapter 13: Formal Negotiation

Chapter 14: After the Sale: Building Long-Term Partnerships

Part Four: The Salesperson as Professional

Chapter 15: Managing Your Time and Territory

Chapter 16: Managing Within Your Company

Chapter 17: Managing Your Career