Selling : building partnerships
著者
書誌事項
Selling : building partnerships
McGraw-Hill/Irwin, c2011
8th ed
大学図書館所蔵 全3件
  青森
  岩手
  宮城
  秋田
  山形
  福島
  茨城
  栃木
  群馬
  埼玉
  千葉
  東京
  神奈川
  新潟
  富山
  石川
  福井
  山梨
  長野
  岐阜
  静岡
  愛知
  三重
  滋賀
  京都
  大阪
  兵庫
  奈良
  和歌山
  鳥取
  島根
  岡山
  広島
  山口
  徳島
  香川
  愛媛
  高知
  福岡
  佐賀
  長崎
  熊本
  大分
  宮崎
  鹿児島
  沖縄
  韓国
  中国
  タイ
  イギリス
  ドイツ
  スイス
  フランス
  ベルギー
  オランダ
  スウェーデン
  ノルウェー
  アメリカ
注記
Includes bibliographical references and index
内容説明・目次
内容説明
Selling: Building Partnerships, 8e remains the most innovative textbook in the Selling course area today with its unique role plays and partnering skills which are critical skills for all business people. The authors emphasize throughout the text the need for salespeople to be flexible--to adapt their strategies to customer needs, buyer social styles, and relationship needs and strategies. This is followed by a complete discussion of how effective selling and career growth are achieved through planning and continual learning. This market-leading text has been updated to continue its relevance in the Selling market today just as it was twenty years ago.
目次
Chapter 1 Selling and SalespeoplePart 1 - KNOWLEDGE AND SKILL REQUIREMENTS 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 Part 2 - THE PARTNERSHIP PROCESS 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 Part 3 - THE SALESPERSON AS MANAGER Chapter 15 Managing Your Time and Territory Chapter 16 Managing within Your Company Chapter 17 Managing Your Career Role Play Case 1: Stubb's Bar-B-Q Role Play Case 2: NetSuite
「Nielsen BookData」 より