Sales and Sales Management
Published in December 1995
Book
Paperback/Softback
608 pages
978-0-13-458639-7 (ISBN)
Description
This work offers the collective pairing of both sales and sales management topics. Topics such as buyer behaviour, communications, and motivation are covered early to provide students with a solid understanding of these basic concepts so they can relate them to sales and sales management. It includes salesperson profiles to show students the trials and tribulations of actual salespersons and sales managers, in actual sales settings.
More details
Language
English
Place of publication
Upper Saddle River
United States
Target group
College/higher education
Illustrations
Illustrations4cm
Dimensions
Height: 235 mm
Width: 178 mm
Weight
842 gr
ISBN-13
978-0-13-458639-7 (9780134586397)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Content
BACKGROUND FOR SELLING AND SALES MANAGEMENT. The Selling Process and Its Management. Organizational Buyer and the Buying Process. The Place of Communication in the Sales Profession. Motivating in Selling and Sales Management. Ethical and Legal Issues in the Sales Profession. THE PERSONAL SELLING PROCESS. The Selling Process: Preparation. The Selling Process: Beginning the Sale. The Selling Process: The Presentation. The Selling Process: Handling Objections and Closing the Sale. The Selling Process: Service After the Sale. MANAGING THE SALES FORCE. Leading the Salesforce. Organizing the Salesforce. Recruiting and Selecting Salespeople. Training the Sales Force. Forecasting Sales and Setting Goals. Rewarding the Sales Force. Evaluating the Sales Force. Appendix - Cases in Selling and Sales Management.