Selling : building partnerships

CONTENTS IN BRIEF. 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 -- Role Play Case 1: Purina ONE SmartBlend Dog Food -- Role Play Case 2: Gartner -- 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: Purina ONE SmartBlend Dog Food -- Role Play Case 2: Gartner.