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Selling : management and practice / Peter Allen.

By: Allen, PeterSeries: M & E handbook series: Publisher: [S.l.] : Trans-Atlantic Publications, 1993Edition: 4th edDescription: 320 p. ; 22 cmISBN: 0712108548; 9780712108546Online resources: Amazon.com | Amazon customer reviews Summary: This revised text recognizes selling as the cutting edge of business. It has been rewritten and contains more examples and case studies. Emphasis is placed on pro-active selling, customer creation, understanding the buyer, the need for product knowledge, selling techniques and communications. This is combined towards the end of the book with the traditional sales management functions of forecasting, planning, organization, training and appraisal. It is suitable for students taking BTec HNC/D Business and Finance, DMS, BA Business Studies, A-Level Business Studies, IoM, IoEX and CAM courses, as well as sales professionals.

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Item type	Current location	Home library	Call number	Status	Date due	Barcode	Item holds
Book	Central Library (CL)	Central Library (CL)	650 ALE (Browse shelf)	Available		NBS1953

Total holds: 0

Paperback.

This revised text recognizes selling as the cutting edge of business. It has been rewritten and contains more examples and case studies. Emphasis is placed on pro-active selling, customer creation, understanding the buyer, the need for product knowledge, selling techniques and communications. This is combined towards the end of the book with the traditional sales management functions of forecasting, planning, organization, training and appraisal. It is suitable for students taking BTec HNC/D Business and Finance, DMS, BA Business Studies, A-Level Business Studies, IoM, IoEX and CAM courses, as well as sales professionals.

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