Selling
5th Edition
Published on 17. February 1998
Book
Paperback/Softback
288 pages
978-0-273-63402-7 (ISBN)
Description
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 also
examined. Management of the sales activity is then explained in terms of its vital functions of recording, organising, planning, forecasting, training and appraising.
examined. Management of the sales activity is then explained in terms of its vital functions of recording, organising, planning, forecasting, training and appraising.
More details
Series
Edition
5th edition
Language
English
Place of publication
Harlow
United Kingdom
Publishing group
Pearson Education Limited
Target group
Professional and scholarly
Dimensions
Height: 234 mm
Width: 155 mm
Thickness: 14 mm
Weight
430 gr
ISBN-13
978-0-273-63402-7 (9780273634027)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Other editions
Previous edition
Content
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
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