Selling and sales management
Material type: TextPublication details: Harlow, England ; New York : Financial Times/Prentice Hall, 2006Edition: 7th edDescription: xxi, 526 pages : illustrationsISBN: 9780273695790 ; 0273695797 ; 9780273674153; 0273674153 Subject(s): Selling | Sales managementDDC classification: 658.81Item type | Current library | Collection | Call number | Status | Date due | Barcode | Item holds |
---|---|---|---|---|---|---|---|
Reference Books | Main Library Reference | Reference | 658.81 JOB (Browse shelf(Opens below)) | Available | 010634 |
Includes index
1. Development and role of selling in marketing --
2. Sales strategies --
3. Consumer and organisational buyer behaviour --
4. Sales settings --
5. International selling --
6. Law and ethical issues --
7. Sales responsibilities and preparation --
8. Personal selling skills --
9. Key account management --
10. Relationship selling --
11. Direct marketing --
12. Internet and IT applications in selling and sales management --
13. Recruitment and selection --
14. Motivation and training --
15. Organisation and compensation --
16. Sales forecasting and budgeting --
17. Salesforce evaluation.
Logically structured in parts, this book covers the sales perspective, the practice of selling, sales channels, recruitment and training, and sales control. This edition contains the most up-to-date information available
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