by Peter Allen
Part of the Frameworks Series series
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.
- Format: Paperback
- Pages: 288 pages, illustrations
- Publisher: Pearson Education Limited
- Publication Date: 17/02/1998
- Category: Sales & marketing
- ISBN: 9780273634027