소장자료
LDR | 02183cam a2200325 a 4500 | ||
001 | 0091884497▲ | ||
003 | DLC▲ | ||
005 | 20180519173107▲ | ||
008 | 100617s2011 nyua b 001 0 eng ▲ | ||
010 | ▼a2010025662▲ | ||
020 | ▼a9780073530017 (alk. paper)▲ | ||
020 | ▼a0073530018 (alk. paper)▲ | ||
040 | ▼aDLC▼cDLC▼dDLC▲ | ||
042 | ▼apcc▲ | ||
050 | 0 | 0 | ▼aHF5438.25▼b.W2933 2011▲ |
082 | 0 | 0 | ▼a658.85▼221▲ |
090 | ▼a658.85 ▼bW436sA8▲ | ||
100 | 1 | ▼aCastleberry, Stephen Bryon.▲ | |
245 | 1 | 0 | ▼aSelling :▼bbuilding partnerships /▼cStephen B. Castleberry, John F. Tanner, Jr.▲ |
250 | ▼a8th ed.▲ | ||
260 | ▼aNew York :▼bMcGraw-Hill/Irwin,▼cc2011.▲ | ||
300 | ▼axxvii, 504, [43] p. :▼bill. (chiefly col.) ;▼c27 cm.▲ | ||
500 | ▼aRevised ed. of: Selling / Barton A. Weitz, Stephen B. Castleberry, John F. Tanner, Jr. 7th ed. 2009.▲ | ||
504 | ▼aIncludes bibliographical references and index.▲ | ||
505 | 0 | ▼aChapter 1 Selling and Salespeople Part 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▲ | |
520 | ▼aEmphasizes 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. It includes a complete discussion of how effective selling and career growth are achieved through planning and continual learning. ▲ | ||
650 | 0 | ▼aSelling.▲ | |
700 | 1 | ▼aTanner, John F.▲ | |
700 | 1 | ▼aWeitz, Barton A.▼tSelling.▲ | |
999 | ▼c정영주▲ |
Selling :building partnerships
자료유형
국외단행본
서명/책임사항
Selling : building partnerships / Stephen B. Castleberry, John F. Tanner, Jr.
판사항
8th ed.
발행사항
New York : McGraw-Hill/Irwin , c2011.
형태사항
xxvii, 504, [43] p. : ill. (chiefly col.) ; 27 cm.
일반주기
Revised ed. of: Selling / Barton A. Weitz, Stephen B. Castleberry, John F. Tanner, Jr. 7th ed. 2009.
서지주기
Includes bibliographical references and index.
내용주기
Chapter 1 Selling and Salespeople Part 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
요약주기
Emphasizes 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. It includes a complete discussion of how effective selling and career growth are achieved through planning and continual learning.
주제
ISBN
9780073530017 (alk. paper) 0073530018 (alk. paper)
청구기호
658.85 W436sA8
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