Selling: Building Partnerships (Paperback)

1. Selling and Salespeople
Part 1: KNOWLEDGE AND SKILL REQUIREMENTS
2. Ethical and Legal Issues in Selling
3. Buying Behavior and the Buying Process
4. Using Communication Principles to Build Relationships
5. Adaptive Selling for Relationship Building
Part 2: THE PARTNERSHIP PROCESS
6. Prospecting
7. Planning the Sales Call
8. Making the Sales Call
9. Strengthening the Presentation
10. Responding to Objections
11. Obtaining Commitment
12. Formal Negotiating
13. Building Partnering Relationships
14. Building Long-Term Partnerships
Part 3: THE SALESPERSON AS MANAGER
15. Managing Your Time and Territory
16. Managing within Your Company
17. Managing Your Career

Role Play Case 1: Stubb's Bar-B-Q
Role Play Case 2: NatSuite