Selling : management and practice.

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Title:

Selling : management and practice.

Author:

Allen, Peter, 1937-

ISBN:

9780712108546

Personal Author:

Allen, Peter, 1937-

Edition:

4th ed.

Publication Information:

London : Pitman, 1993.

Physical Description:

viii, 280 pages.

Series:

M & E handbook series,

M. & E. handbook series.

Abstract:

Emphasis on pro-act; customer creation; understanding the buyer, the need for product knowledge, selling techniques and communications.

Subject Term:

Sales personnel.

Sales management.

Selling.

Added Author:

Allen, Peter, 1937- Sales and sales management.

Copies:

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Library	Material Type	Item Barcode	Shelf Number	Copy	Status
Searching... 1:VCDBN	1:GEN-BOOK	000021671	658.81 ALL	1	Searching... Unknown

This revised text recognizes selling as the cutting edge of business. It has been rewritten and contains more examples and case studies. Emphasis is placed on pro-active selling, customer creation, understanding the buyer, the need for product knowledge, selling techniques and communications. This is combined towards the end of the book with the traditional sales management functions of forecasting, planning, organization, training and appraisal. It is suitable for students taking BTec HNC/D Business and Finance, DMS, BA Business Studies, A-Level Business Studies, IoM, IoEX and CAM courses, as well as sales professionals.

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