000			01961cam a22002294a 4500
005			20250605164220.0
008			250528s ||||||||||||||||||||||||d
035			_a20646
020			_a72315504
040			_aGR-AtMCL _bgre _dGR-AtMCL _eAACR2
245	1		_aSelling / Building Partnerships
260			_bMcgraw Hill Irwin, _c2001
300			_a632
505	0		_aPrologue, The Field of Selling, Selling and Salespeople, Building Partnering Relationships, Ethical and Legal Issues in Selling, Knowledge and Skill Requirements, Buying Behavior and the Buying Process, Using Communication Principles to Build Relationships, Adaptive Selling for Relationship Building, The Partnership Process, Prospecting, Planning the Sales Call, Making the Sales Call, Strengthening the Presentation, Responding to Objections, Obtaining Commitment, Building Long-Term Partnerships, Special Applications, Format Negotiating, Selling to Resellers, The Salesperson as Manager, Managing Your Time and Territory, Managing within Your Company, Managing Your Career, Notes, Glossary, Indexes.
520			_aPrologue, The Field of Selling, Selling and Salespeople, Building Partnering Relationships, Ethical and Legal Issues in Selling, Knowledge and Skill Requirements, Buying Behavior and the Buying Process, Using Communication Principles to Build Relationships, Adaptive Selling for Relationship Building, The Partnership Process, Prospecting, Planning the Sales Call, Making the Sales Call, Strengthening the Presentation, Responding to Objections, Obtaining Commitment, Building Long-Term Partnerships, Special Applications, Format Negotiating, Selling to Resellers, The Salesperson as Manager, Managing Your Time and Territory, Managing within Your Company, Managing Your Career, Notes, Glossary, Indexes.
700	1		_aCastleberry Stephen B _96608
700	1		_aTanner John _96541
700	1		_aWeitz Barton A _96609
942			_cBK
999			_c5735 _d5735