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Amity Central Library ABS | 658.81 JOB-S (Browse shelf(Opens below)) | Available | 13590 | |||
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| 658.81 JOB-S SELLING AND SALES MANAGEMENT | 658.81 JOB-S SELLING AND SALES MANAGEMENT | 658.81 JOB-S SELLING AND SALES MANAGEMENT | 658.81 JOB-S SELLING AND SALES MANAGEMENT | 658.81 JOB-S SELLING AND SALES MANAGEMENT | 658.81 JOB-S SELLING AND SALES MANAGEMENT | 658.81 JOB-S Selling and Sales Management |
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
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