Selling: Building Partnerships with GoldMine Software
Search in google:
This text was the first to integrate the partnerships/relationship theme in the selling course. This theme was expanded and elaborated upon in the third edition.
ProloguePt. 1The Field of Selling1Ch. 1Selling and Salespeople2Ch. 2Building Partnering Relationships30Ch. 3Ethical and Legal Issues in Selling54Pt. 2Knowledge and Skill Requirements83Ch. 4Buying Behavior and the Buying Process84Ch. 5Using Communication Principles to Build Relationships122Ch. 6Adaptive Selling for Relationship Building156Pt. 3The Partnership Process181Ch. 7Prospecting182Ch. 8Planning the Sales Call214Ch. 9Making the Sales Call244Ch. 10Strengthening the Presentation280Ch. 11Responding to Objections314Ch. 12Obtaining Commitment348Ch. 13Building Long-Term Partnerships378Pt. 4Special Applications413Ch. 14Formal Negotiating414Ch. 15Selling to Resellers444Pt. 5The Salesperson as Manager479Ch. 16Managing Your Time and Territory480Ch. 17Managing within Your Company514Ch. 18Managing Your Career546Role Play Cases581Notes590Glossary605Indexes618
![Microsoft Office Project 2007 Step by Step [With CDROM]](/application/data/covers/30/57/9780735623057.jpg "Microsoft Office Project 2007 Step by Step [With CDROM]")
