Sales -- Establishing Partnerships: Establishing Partnerships

Author: Barton A. Weitz
Publisher:
Publish Date: 2003-08-01
Features: How can you become a successful salesperson? What is successful selling? How can you complete a sale? This book will tell you about all aspects of selling. In the 21st century, selling has become the key to the success of businesses. This book systematically introduces the theory, techniques, and how to manage sales. It is suitable for use as a foundational textbook for training salespeople. The book is divided into five parts. In Part, you will understand the sales industry. The content includes the characteristics, functions, and rewards of sales, what cooperation really means, and the legal and ethical responsibilities of salespeople. Part two introduces the basic skills required for successful salespeople. You will learn about the buying process, the principles of effective communication, and how to adapt to each customer's unique style and needs. In Part three, you will know the activities involved in building a cooperative relationship with buyers. Part four covers special applications. Part five discusses how, as a salesperson, you can enhance your effectiveness by managing your time, territory, and work within the company.