An edition of Selling and Sales Management (1994)

Selling and Sales Management

3rd edition

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Last edited by ImportBot
November 1, 2021 | History
An edition of Selling and Sales Management (1994)

Selling and Sales Management

3rd edition

This edition doesn't have a description yet. Can you add one?

Publish Date
Language
English
Pages
336

Buy this book

Previews available in: English

Edition Availability
Cover of: Selling and Sales Management
Selling and Sales Management
April 1994, Trans-Atlantic Publications
Paperback in English - 3rd edition

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Book Details


Table of Contents

Part One Sales Perspective
1. Development and role of selling in marketing
2. Consumer and organisational buyer behaviour
3. Sales Strategies
Part Two Sales Technique
4. Sales responsibilities and preparation
5. Personal Selling Skills
Part Three Sales Environment
6. Sales settings
7. International selling
8. Law and ethical issues
Part Four Sales Management
9. Recruitment and selection
10. Motivation and training
11. Organisation and compensation
Part Five Sales Control
12. Sales forecasting
13. Budgeting and evaluation
Appendix 1 Examination Technique
Appendix 2 Customer Brief for Practical Exercise
Appendix 3 Leading Professional Bodies in the UK and Ireland
Biblographical References
Further Reading
Index

Classifications

Library of Congress
HF5438.4 .L36 1994

The Physical Object

Format
Paperback
Number of pages
336
Dimensions
9.8 x 7.2 x 0.5 inches
Weight
1.6 pounds

ID Numbers

Open Library
OL10285802M
Internet Archive
sellingsalesmana0000lanc
ISBN 10
0273602950
ISBN 13
9780273602958
Library Thing
1737470

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November 1, 2021 Edited by ImportBot import existing book
August 18, 2020 Created by ImportBot import existing book