The CIM Handbook of Selling and Sales Strategy
Published on 8. October 1997
Book
Hardback
300 pages
978-0-7506-3116-7 (ISBN)
Description
A guide to the latest thinking in the field of selling, sales management and strategy. The chapter contributors have been chosen for their practical work-based experience in sales as well as their knowledge of selling and sales strategy. A key feature of this book is the coverage of contemporary sales topics such as: key account management; telemarketing; trade marketing; relationship management; commercial negotiations; and information technology applications in sales. The approach taken is to provide actionable ideas, principles, frameworks and suggestions to enhance sales performance.
More details
Series
Language
English
Place of publication
Oxford
United Kingdom
Publishing group
Elsevier Science & Technology
Target group
College/higher education
Professional and scholarly
Illustrations
illustrations
Dimensions
Height: 246 mm
Width: 189 mm
Weight
830 gr
ISBN-13
978-0-7506-3116-7 (9780750631167)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Content
Part 1 Fundamentals of selling: understanding buyer behaviour - implications of selling, Dr. Richard Elliot; principles of selling, Dr. David Jobber; commercial negotiations, Richard Graham. Part 2 Managing customer relationships: relationship management, Professor Colin Egan; selling to and managing key accounts, Professor David Shipley and Roger Palmer; trade marketing, Belinda Dewsnap; telemarketing, Nichael Starkey. Part 3 Salesforce management and strategy: developing and motivating a salesforce, Dr. Bill Donaldson; assessing sale performance, Dr. Tony Siminitiras; strategic sales planning, Dr. Kevin Wilson; salesforce effectiveness, Professor Nigel Piercy and Professor David Cravens; using IT in the sales function, Lynn Parkinson. Part 4 Sales applications: international selling, Dr. Susan Bridgewater; selling a service, Professor Malcolm McDonald; business-to-business selling, Julian Gibas and Daragh O'Reilly.