TY  - BOOK
AU  - Blythe,Jim
TI  - Sales and key account management
SN  - 1844800237
U1  - 658.81 
PY  - 2005///
CY  - London
PB  - Thomson Learning
KW  - Sales management
KW  - Selling
N1  - 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
ER  -