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9781292078007

Selling and Sales Management 10th edn

by ;
  • ISBN13:

    9781292078007

  • ISBN10:

    1292078006

  • Edition: 10th
  • Format: Paperback
  • Copyright: 2015-03-26
  • Publisher: Pearson

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Supplemental Materials

What is included with this book?

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

Supplemental Materials

What is included with this book?

The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.

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