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.
- ISBN10 0712110275
- ISBN13 9780712110273
- Publish Date April 1991 (first published September 1979)
- Publish Status Out of Print
- Out of Print 20 May 1993
- Publish Country GB
- Imprint Financial Times Prentice Hall
- Edition New ed of 3 Revised ed
- Format Paperback (UK Trade)
- Pages 288
- Language English