Selling: Building Partnerships
Weitz, Barton A. / Tanner, John F. , Jr. / Castleberry, Stephen B.
Learn the theory of selling and then apply the principles to developing selling strategies and tools. The authors integrate the partnership/relationship theme of long-term selling and also cover the use of cell phones, presentation software and other technologies in the new marketplace. This revision has expanded coverage of the Internet and more global and Canadian examples.