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Sales and key account management / Jim Blythe.

By: Blythe, Jim.
Publisher: London : Thomson Learning, c2005Description: xii, 290 p. : ill. ; 25 cm.ISBN: 1844800237.Other title: Sales & key account management.Subject(s): Sales management | SellingDDC classification: 658.81
Contents:
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.
Item type Current location Shelf location Call number Copy number Status Notes Date due Barcode
Main Collection Taylor's Library-TU

Floor 4, Shelf 27 , Side 1, TierNo 1, BayNo 3

658.81 BLY (Browse shelf) 1 Available SHTEx,70002,02,GR 1000807389

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.