Frameworks
1 total work
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.
examined. Management of the sales activity is then explained in terms of its vital functions of recording, organising, planning, forecasting, training and appraising.