Selling / Edition 5

Selling / Edition 5

by Peter Allen, Geoffrey Wootten
     
 

ISBN-10: 027363402X

ISBN-13: 9780273634027

Pub. Date: 07/28/2000

Publisher: Financial Times/Prentice Hall Books

Examines the entire sales function from the viewpoints of the sales force and sales management. The text emphasizes proactive selling, the importance of customer creation, understanding buyer behaviour and the need for production knowledge.

Overview

Examines the entire sales function from the viewpoints of the sales force and sales management. The text emphasizes proactive selling, the importance of customer creation, understanding buyer behaviour and the need for production knowledge.

Product Details

ISBN-13:
9780273634027
Publisher:
Financial Times/Prentice Hall Books
Publication date:
07/28/2000
Series:
Frameworks
Edition description:
REV
Pages:
288
Product dimensions:
6.14(w) x 9.21(h) x (d)

Table of Contents

Part 1 Selling and the business environment: the selling environment
customer creation
achieving the sales objective
the role of the sales force. Part 2 A focus on the customer: behavioural aspects of selling
understanding the buyer
the need for product knowledge. Part 3 Professional selling skills: techniques of selling
the sales meeting
negotiating with buyers
telephone selling. Part 4 Managing the sales effort: sales records
increasing sales
customers and communications
managing the sales function
training the sales force
organizing the sales function
business planning and sales forecasting
appraising performance
computers and the sales function.

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