Selling and sales management
| Main Authors: | , |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
Harlow, England :
Prentice Hall/Financial Times ,
c2009
|
| Edition: | 8th ed |
| Subjects: |
Table of Contents:
- 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 control
- 16. Sales forecasting and budgeting
- 17. Salesforce evaluation