Selling and Sales Management
Edition: 3rd edition
Publisher: Trans-Atlantic Publications
Published: April 1994
Language: eng
Format: Paperback
Number of pages: 336
ISBN-13: 9780273602958
Subjects: Sales & marketing management; Sales & Selling - General; Sales Management; Business / Economics / Finance; Business/Economics
Table of contents: title: Part One Sales Perspective; title: 1. Development and role of selling in marketing; title: 2. Consumer and organisational buyer behaviour; title: 3. Sales Strategies; title: Part Two Sales Technique; title: 4. Sales responsibilities and preparation; title: 5. Personal Selling Skills; title: Part Three Sales Environment; title: 6. Sales settings; title: 7. International selling; title: 8. Law and ethical issues; title: Part Four Sales Management; title: 9. Recruitment and selection; title: 10. Motivation and training; title: 11. Organisation and compensation; title: Part Five Sales Control; title: 12. Sales forecasting; title: 13. Budgeting and evaluation; title: Appendix 1 Examination Technique; title: Appendix 2 Customer Brief for Practical Exercise; title: Appendix 3 Leading Professional Bodies in the UK and Ireland; title: Biblographical References; title: Further Reading; title: Index