This text is designed to help students adjust to the dynamic technological and market changes in today's competitive environment. It discusses several megatrends that have an impact on today's salespeople: revolutionary developments in communications and technology; more expert and demanding buyers; rising customer expectations; the influx of women and minorities into sales careers; the expanding use of direct marketing methods to sell to consumers; micro-segmentation of markets; and the globalization of markets. The study explores and highlights specific companies, salespeople and selling situations, sets up in-depth role-playing and provides two case studies about real-world selling problems.
- ISBN10 0132878305
- ISBN13 9780132878302
- Publish Date 1 January 1995
- Publish Status Active
- Out of Print 17 October 2003
- Publish Country US
- Imprint Pearson Education (US)
- Format Paperback
- Pages 450
- Language English