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Selling and sales management

By: Contributor(s): Material type: TextTextPublication details: UK FT Prentice Hall 1997Edition: 4th edDescription: 384p., 254 x 197mm, paperbackISBN:
  • 0273625926
Subject(s):
Holdings
Item type Current library Call number Copy number Status Date due Barcode
Standard Loan Clonmel Library Main Collection 658.81 JOB (Browse shelf(Opens below)) Available R00741KKRCC
Standard Loan Thurles Library Main Collection 658.81 JOB (Browse shelf(Opens below)) 1 Available R12977KRCT

Enhanced descriptions from Syndetics:

This sales management text covers topics such as direct marketing, computer aided sales support, trade marketing, major account selling and forecasting. It includes a range of examples and cases as well as exam questions for student self-testing.

THIS BOOK IS SPLIT INTO 5 PARTS COVERING THE SALES PERSPECTIVE, THE ROLE OF SELLING WITHIN THE WIDER CONTECT OF MARKETING, SALES TECHNIQUES, THE PRACTICE OF SELLING, THE SALES ENVIRONMENT,AND SALES CHANNELS

Table of contents provided by Syndetics

  • About the Authors
  • List of Figures
  • List of Tables
  • Preface
  • Acknowledgements
  • Part One Sales Perspective
  • 1 Development and Role of Selling in Marketing
  • 2 Sales Strategies
  • Part Two Sales Environment
  • 3 Consumer and Organisational Buyer Behaviour
  • 4 Sales Settings
  • 5 International Selling
  • 6 Law and Ethical Issues
  • Part Three Sales Techniques
  • 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 Four Sales Management
  • 13 Recruitment and Selection
  • 14 Motivation and Training
  • 15 Organisation and Compensation
  • Part Five Sales Control
  • 16 Sales Forecasting and Budgeting
  • 17 Salesforce Evaluation
  • Appendix: Examination Technique
  • Further Reading
  • Index

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