Bibliographic Information

Selling : building partnerships

Bart A. Weitz, Stephen B. Castleberry, John F. Tanner, Jr

(Irwin/McGraw-Hill series in marketing)

Irwin/McGraw Hill, c1998

3rd ed

  • :text:alk. paper
  • :computer disk

Available at  / 6 libraries

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Note

Includes bibliographical references and indexes

Accompanied by: GoldMineTM software (3 computer disks (3 1/2 in.))

Description and Table of Contents

Description

This text focuses on the partnership/relationship theme in selling. It places emphasis on diversity, includes international selling perspectives and learning aids include role-play exercises, Internet exercises, case studies, sales rep profiles and different selling scenarios.

Table of Contents

  • The field of selling
  • knowledge and skill requirements
  • the partnership process
  • special applications
  • salesperson as manager
  • roleplay cases.

by "Nielsen BookData"

Related Books: 1-1 of 1

Details

  • NCID
    BA36516916
  • ISBN
    • 0256228264
    • 0075611198
  • LCCN
    97021684
  • Country Code
    us
  • Title Language Code
    eng
  • Text Language Code
    eng
  • Place of Publication
    Boston, Mass.
  • Pages/Volumes
    xxi, 559, [44] p.
  • Size
    26 cm
  • Classification
  • Subject Headings
  • Parent Bibliography ID
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