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: 658.81Item type | Current location | Shelf location | Call number | Copy number | Status | Notes | Date due | Barcode |
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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 |
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658.81 ALL 2009 Winning sales letters--from prospect to close / | 658.81 BEY Beyond needs assessment | 658.81 BEY Beyond needs assessment | 658.81 BLY Sales and key account management / | 658.81 CHA 21st century sales management / | 658.81 CON 2010 Selling secrets / | 658.81 COO 2010 The art of mastering sales management / |
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.