Sales and Key Account Management

Jim Blythe

304 pages, parution le 14/02/2005

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Résumé

This new core text focuses on all branches of selling and sales management, from personal selling through to key account management. It focuses on business-to-business selling as well as the sale of consumer products. It also includes a wealth of real examples used throughout the text and four major case studies at the end of each part. Case material is drawn from a range of diverse industries, both MNEs and SMEs--software corporations, major construction projects, cosmetics, small engineering companies and the B2C selling of home improvements and brown goods.

Benefits

Extended coverage of B2B selling, e-commerce, relationship marketing & selling and key account management
Short mini-cases in every chapter and 4 major cases throughout the book, focusing on companies in the industrial/new technology sectors
Comprehensive website with Excel tools for organizing sales calls, examples of sales databases/contact management etc and other key sales tools

L'auteur - Jim Blythe

Jim Blythe , University of Glamorgan

Sommaire

Selling and its Strategic Role
The Buyer
Preparing to Sell
The Sales Presentation
Saling to Major Accounts
Recruitment
Training
Motivation and Remuneration
Forecasting and Budgeting
Monitoring and Feedback
Internationalisation
Exhibitions and Trade Fairs
Ethics, Consumer Protection and the Law

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Caractéristiques techniques

	PAPIER
Éditeur(s)	Thomson
Auteur(s)	Jim Blythe
Parution	14/02/2005
Nb. de pages	304
Format	19 x 24,5
Couverture	Broché
Poids	580g
Intérieur	Noir et Blanc
EAN13	9781844800230
ISBN13	978-1-84480-023-0