Cim Handbook of Selling & Sales Strategy

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Cim Handbook of Selling & Sales Strategy image
ISBN-10:

0750631163

ISBN-13:

9780750631167

Author(s): Jobber
Released: Jan 01, 1997
Format: Paperback, 352 pages

Description:

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.

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