Selling: Building Partnerships
McGraw-Hill Irwin, 2001 - Business & Economics - 630 pages
A guide to the theory and application of selling strategies and tools. Topics covered include the use of cell phones, presentation software and other technologies in the market place. This updated edition also has coverage of the Internet and more global examples.
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activities adaptive selling advertising Arrow Electronics behavior benefits buyer buying center buying process Chapter cold calls communication company's competitors cost customer's customers develop discount discussed distributors effective equipment ethical evaluate example Exhibit firm gamma knife goals Hewlett-Packard important industry interview inventory involved JCPenney Kmart leads manufacturer market exchanges Marketing Management meeting ment method Motorola negotiation nonverbal nonverbal communication objections obtaining commitment offer percent performance Personal Selling problem product or service prospect purchase decision purchasing agents questions relationships marketing resellers response retailers role Sales & Marketing sales call sales force sales jobs sales manager sales presentation sales representative salespeople need salesperson says seller Selling and Sales situation social style specific strategic partnerships strategy suppliers supply chain management telemarketing tion tomers types unethical Uniform Commercial Code vendor Wal-Mart