Selling: Building Partnerships, 10th Ed

Full chapter at: https://testbankbell.com/product/test-bank-for-

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 Table of Contents

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 Purina ONE SmartBlend Dog Food

Role Play Case 2 Gartner

Glossary

Endnotes

Indexes