The CIM Handbook of Selling and Sales Strategy (Marketing Series: Practitioner)

by David Jobber (Author)

• Used

  Paperback
  1997

  $3.25

  A guide to the latest thinking in the field of selling, sales management and strategy. The chapter contributors have been chosen for their practical work-based experience in sales as well as their knowledge of selling and sales strategy. A key feature of this book is the coverage of contemporary sales topics such as: key account management; telemarketing; trade marketing; relationship management; commercial negotiations; and information technology applications in sales. The approach taken is to provide actionable ideas, principles, frameworks and suggestions to enhance sales performance.