MARC record from Internet Archive

LEADER: 02200cam 2200421Ia 4500
001 ocm40192531
003 OCoLC
005 20201123102840.0
008 981029s1998 enka 001 0 eng d
040 $aDGU$beng$cDGU$dUZ0$dOCLCG$dAU@$dZWZ$dOCLCO$dOCLCF$dOCLCQ$dZ5A$dAPUMS$dOCLCQ$dUNITY
020 $a027363402X
020 $a9780273634027
035 $a(OCoLC)40192531
050 4 $aHF5438$b.A433 1998
082 04 $a658.81$221
100 1 $aAllen, Peter,$d1937-
245 10 $aSelling /$cPeter Allen, Geoffrey Wootten.
250 $a5th ed.
260 $aLondon ;$aWashington, D.C. :$bPitman,$c1998.
300 $ax, 278 pages :$billustrations ;$c24 cm.
336 $atext$btxt$2rdacontent
337 $aunmediated$bn$2rdamedia
338 $avolume$bnc$2rdacarrier
490 1 $aFrameworks
500 $aIncludes index.
505 00 $gPart 1.$tSelling and the business environment: the selling environment --$tCustomer creation --$tAchieving the sales objective --$tThe role of the sales force --$gPart 2.$tA focus on the customer: behavioural aspects of selling --$tUnderstanding the buyer --$tThe need for product knowledge --$gPart 3.$tProfessional selling skills: techniques of selling --$tThe sales meeting --$tNegotiating with buyers --$tTelephone selling --$gPart 4.$tManaging the sales effort: sales records --$tIncreasing sales --$tCustomers and communications --$tManaging the sales function --$tTraining the sales force --$tOrganizing the sales function --$tBusiness planning and sales forecasting --$tAppraising performance --$tComputers and the sales function.
520 $aExamines the entire sales function from the viewpoints of the sales force and sales management. The text emphasizes proactive selling, the importance of customer creation, understanding buyer behaviour and the need for production knowledge.
650 0 $aSelling.
650 7 $aSelling.$2fast$0(OCoLC)fst01111969
650 7 $aVente.$2ram
700 1 $aWootten, Geoffrey.
830 0 $aFrameworks.
029 1 $aAU@$b000014058270
029 1 $aNLGGC$b173707068
029 1 $aNZ1$b4899233
029 1 $aUNITY$b088914712
994 $aZ0$bP4A
948 $hNO HOLDINGS IN P4A - 56 OTHER HOLDINGS