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Selling and Sales Management Paperback – 25 January 2018

Selling and Sales Management Paperback – 25 January 2018

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About the Book

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. Features: New case studies and practical exercises. Fully updated coverage of strategic selling and partnering. Expanded coverage of ethical issues. Enhanced discussion of the role of social media in selling. Expanded coverage of the management of sales channels. Increased number of examination questions at the end of each chapter. Table of Contents 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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Product Details
  • ISBN-13: 9789352866045
  • Publisher: Pearson Education
  • Binding: Paperback
  • Height: 25.4  mm
  • No of Pages: 544 
  • ISBN-10: 9352866045
  • Publisher Date: 25 Jan 2018
  • Edition: Tenth edition
  • Language: English
  • Width: 20.3  mm

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