Selling

Peter Allen

The fifth edition of this successful book examines the entire sales function from the viewpoints of the sales force and sales management. With the emphasis on pro-active selling, the importance of customer creation and understanding buyer behaviour are highlighted. The techniques of selling and communications are alsoexamined. Management of the sales activity is then explained in terms of its vital functions of recording, organising, planning, forecasting, training and appraising.
  • Limba : Engleza
  • Cuprins : PART ONE: SELLING AND THE BUSINESS ENVIRONMENT

    1.The selling environment
    2.Customer creation
    3.Achieving the sales objective
    4.The role of the sales force

    PART TWO: A FOCUS ON THE CUSTOMER

    5.Behavioural aspects of selling
    6.Understanding the buyer
    7.The need for product knowledge

    PART THREE: PROFESSIONAL SELLING SKILLS

    8.Techniques of selling
    9.The sales meeting
    10.Negotiating with buyers

    PART FOUR: MANAGING THE SALES EFFORT

    11.Sales records
    12.Increasing sales
    13.Customers and communications
    14.Managing the sales function
    15.Training the sales force
    16.Organising the sales function
    17.Business planning and sales forecasting
    18.Appraising performance
    19.Computers and the sales function
  • Data Publicarii : 1998
  • Editie : 5
  • Format : Paperback
  • Numar pagini : 288
  • ISBN : 9780273634027
Rating:
299.99 Lei
Disponibilitate : 3-5 saptamani

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