No image available for this title

Text

Selling and sales management



Contents
Development and role of selling in marketing -- Sales strategies -- Consumer and organisational buyer behaviour -- Sales settings -- International selling -- Law and ethical issues -- Sales responsibilities and preparation -- Personal selling skills -- Key account management -- Relationship selling -- Direct marketing -- Internet and IT applications in selling and sales management -- Recruitment and selection -- Motivation and training -- Organisation and control -- Sales forecasting and budgeting -- Salesforce evaluation.

Abstract
Logically structured, this book covers the practice of selling, sales channels, recruitment and training, and sales control. This edition places particular emphasis on the international aspects of selling and sales management.


Availability

No copy data


Detail Information

Call Number
-
Publisher Prentice Hall Financial Times : New York, N.Y..,
Collation
xx, 546p
Language
English
ISBN/ISSN
-
Content Type
-
Edition
8th
Subject(s)
Specific Detail Info
-

Other version/related

No other version available


File Attachment



    Information


    RECORD DETAIL


    Back To Previous


    Search Cluster


    Generating search cluster...