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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 REQUIREMENTSChapter 1: Selling and SalespeopleChapter 2: Ethical and Legal Issues in SellingChapter 3: Buying Behavior and the Buying ProcessChapter 4: Using Communication Principles to Build RelationshipsChapter 5: Adaptive Selling for Relationship BuildingPART TWO - THE PARTNERSHIP PROCESSChapter 6: ProspectingChapter 7: Planning the Sales CallChapter 8: Making the Sales CallChapter 9: Strengthening the PresentationChapter 10: Responding to ObjectionsChapter 11: Obtaining CommitmentChapter 12: Formal NegotiatingChapter 13: Building Partnering RelationshipsChapter 14: Building Long-Term PartnershipsPART THREE - THE SALESPERSON AS MANAGERChapter 15: Managing Your Time and TerritoryChapter 16: Managing within Your CompanyChapter 17: Managing Your Career
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