This new core text focuses on all branches of selling and sales management, from personal selling through to key account management. It focuses on business-to-business selling as well as the sale of consumer products. It also includes a wealth of real examples used throughout the text and four major case studies at the end of each part. Case material is drawn from a range of diverse industries, both MNEs and SMEs--software corporations, major construction projects, cosmetics, small engineering companies and the B2C selling of home improvements and brown goods.
- ISBN10 1844800237
- ISBN13 9781844800230
- Publish Date 1 November 2004
- Publish Status Active
- Publish Country GB
- Imprint Cengage Learning EMEA
- Format Paperback
- Pages 290
- Language English