Selling and sales management
| Main Author: | |
|---|---|
| Other Authors: | |
| Format: | Book |
| Language: | English |
| Published: |
Harlow, England ; New York:
Prentice Hall/Financial Times,
2009.
|
| Edition: | 8th ed. |
| Subjects: |
Table of 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