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Download FREE Sample Here for Test Bank for Selling Building Partnerships 9th Edition by Castleberry. Note : this is not a text book. File Format : PDF or WordPART ONE ? KNOWLEDGE AND SKILL REQUIREMENTS Chapter 1: Selling and Salespeople Chapter 2: Ethical and Legal Issues in Selling Chapter 3: Buying Behavior and the Buying Process Chapter 4: Using Communication Principles to Build Relationships Chapter 5: Adaptive Selling for Relationship BuildingPART TWO - THE PARTNERSHIP PROCESS Chapter 6: Prospecting Chapter 7: Planning the Sales Call Chapter 8: Making the Sales Call Chapter 9: Strengthening the Presentation Chapter 10: Responding to Objections Chapter 11: Obtaining Commitment Chapter 12: Formal Negotiating Chapter 13: Building Partnering Relationships Chapter 14: Building Long-Term PartnershipsPART THREE - THE SALESPERSON AS MANAGER Chapter 15: Managing Your Time and Territory Chapter 16: Managing within Your Company Chapter 17: Managing Your Career
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