Selling and Sales Management 10th edn

Heftet / 2015 / Engelsk

Produktdetaljer

ISBN13
9781292078007
Publisert
2015
Utgave
10. utgave
Utgiver
Vendor
Pearson Education Limited
Aldersnivå
06, 05, P, U
Språk
Product language
Engelsk
Format
Product format
Heftet
Sider
544
Vekt
1044 gr
Høyde
246 mm
Bredde
190 mm
Tykkelse
21 mm
Se alle

Selling and Sales Management 10th edn

Heftet / 2015 / Engelsk
Over the past quarter of a century, Selling and Sales Management has proved itself to be the definitive text in this exciting and fast-paced subject area. This new edition comes fully updated with new case studies, using working businesses to connect sales theory to the practical implications of selling in a modern environment. This edition contains the results from cutting-edge research that differentiates it from most of its competitors. The book continues to place emphasis on global aspects of selling and sales management. Topics covered include technological applications of selling and sales management, ethics of selling and sales management, systems selling and a comprehensive coverage of key account management.
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List of figures List of tables About the authors Preface Acknowledgements Part 1 Sales perspective 1 Development and role of selling in marketing 2 Sales strategies Part 2 Sales environment 3 Consumer and organisational buyer behaviour 4 Sales settings 5 International selling 6 Law and issues Part 3 Sales technique 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 Part 4 Sales management 13 Recruitment and selection 14 Motivation and training 15 Organisation and compensation Part 5 Sales control 16 Sales forecasting and budgeting 17 Salesforce evaluation Appendix: Case studies and discussion questions Index
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Produktdetaljer

ISBN13
9781292078007
Publisert
2015
Utgave
10. utgave
Utgiver
Vendor
Pearson Education Limited
Aldersnivå
06, 05, P, U
Språk
Product language
Engelsk
Format
Product format
Heftet
Sider
544
Vekt
1044 gr
Høyde
246 mm
Bredde
190 mm
Tykkelse
21 mm
Se alle