Sales Management Indian ed
By Donaldson B.
Description
Retaining international scope and a balance between theory and practice, this new edition of Bill Donaldson's highly successful textbook is fully updated throughout, making it the definitive text for undergraduate, postgraduate and MBA students of selling and sales management. Contents :- PART 1: THE PHILOSOPHY OF SELLING The role of selling Theories of buying and selling Types of selling Sales people and selling skills PART 2: THE SELLING PROCESS (THE MOBILISATION OF RESOURCES BEHIND A CUSTOMER) Sales force organisation Technology Sales forecasting and setting targets Selling in Inter...
ISBN(s)
0230226345, 9780230226340
