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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...

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Communication preferences of business-to-business buyers for receiving initial sales messages : a comparison of media channel selection theories

Anders, Abram D.; Coleman, Joshua T.; Castleberry, … - In: International journal of business communication : IJBC … 57 (2020) 3, pp. 370-400

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Selling : building partnerships

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Weitz, Barton A.; Castleberry, Stephen B.; Tanner, John F. - 2007 - 6. ed., internat. ed.

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Selling : building partnerships

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