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.
- ISBN10 0750631163
- ISBN13 9780750631167
- Publish Date 8 October 1997
- Publish Status Out of Print
- Out of Print 12 July 2000
- Publish Country GB
- Publisher Taylor & Francis Ltd
- Imprint Butterworth-Heinemann Ltd
- Format Hardcover
- Pages 300
- Language English