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Relationship Selling, 2nd Edition
Selling: Building Partnerships, 5/e Barton Weitz, University of Florida ISBN: 0072549289 Selling: Building Partnerships, 5/e, by Weitz, Castleberry, and Tanner is the first text to integrate the partnerships/relationship theme in the selling course. It presents selling theories and skills and encourages the students to practice applying them. This edition features a revision of the traditional selling process, a thorough description of the buying and partnering processes used by business firms and the changes occurring in these processes, how to build a career in selling, an emphasis on the role of the salesperson and highlights the way salespeople use technology to learn about, connect with, and build relationships with their customers.
Sample Chapter Sample chapters One, Two and Three are below. They are pdf (portable document format) files which allow them to be viewed and navigated from any PC or Mac. If your browser does not already include the Adobe Acrobat Reader, you can download it free here. Then follow the instructions in the downloaded file to install it as a plug-in. (374 KB).
Chapter 1:
Selling and Salespeople.
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