Blythe, Jim.
Sales and key account management / Sales & key account management. Jim Blythe. - London : Thomson Learning, c2005. - xii, 290 p. : ill. ; 25 cm.
Includes bibliographical references and index.
1. Selling and its strategic role - 2. Buyer behaviour - 3. Preparing to sell - 4. The sales presentation - 5. Selling to major accounts - 6. Recruitment - 7. Training - 8. Motivation and remuneration - 9. Forecasting and budgeting - 10. Monitoring and feedback - 11. Internationalization - 12. Exhibitions and trade fairs - 13. Ethics, consumer protection and the law - Index.
1844800237
Sales management.
Selling.
658.81 / BLY
Sales and key account management / Sales & key account management. Jim Blythe. - London : Thomson Learning, c2005. - xii, 290 p. : ill. ; 25 cm.
Includes bibliographical references and index.
1. Selling and its strategic role - 2. Buyer behaviour - 3. Preparing to sell - 4. The sales presentation - 5. Selling to major accounts - 6. Recruitment - 7. Training - 8. Motivation and remuneration - 9. Forecasting and budgeting - 10. Monitoring and feedback - 11. Internationalization - 12. Exhibitions and trade fairs - 13. Ethics, consumer protection and the law - Index.
1844800237
Sales management.
Selling.
658.81 / BLY