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Books > Business & Economics > Business & management > Sales & marketing > Sales & marketing management

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Sales Management (Paperback, 3rd Edition) Loot Price: R243
Discovery Miles 2 430

Sales Management (Paperback, 3rd Edition)

B.I. Connett, R. Abratt, M. Cant

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Loot Price R243 Discovery Miles 2 430

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The third edition of the highly successful Sales Management focuses on the requirements of sales management in the twenty-first century.

It offers the latest on the role of information technology and incorporates environmental factors and their impact on sales management. Key topics are the globalisation of markets, the strategic role of sales, relationship management, sales management planning, forecasting market demand and sales budgeting. This edition includes chapters on personal selling and new challenges in global selling.

The book tackles the organisation of the sales effort through sales force planning, recruitment and selection. There are practical chapters on sales training and development, compensation and incentives and the role of information in sales management.

General

Imprint: Pearson Education
Country of origin: South Africa
Release date: May 2010
Authors: B.I. Connett • R. Abratt • M. Cant
Dimensions: 240 x 169 x 13mm (L x W x T)
Format: Paperback
Pages: 256
Edition: 3rd Edition
ISBN-13: 978-0-7962-2587-0
Categories: Books > Business & Economics > Business & management > Sales & marketing > Sales & marketing management
Books > Varsity Textbooks
Books > Academic & Education > Varsity Textbooks > Business Management
Books > Academic & Education > Varsity Textbooks > Consumer Studies
Books > Academic & Education > Varsity Textbooks > Economics
Books > Academic & Education > Varsity Textbooks > Management
Books > Academic & Education > UNISA > Business Management
Books > Academic & Education > UNISA > Consumer Studies
Books > Academic & Education > UNISA > Economics
Books > Academic & Education > UNISA > Management
LSN: 0-7962-2587-7
Barcode: 9780796225870
Course Code: MNM2603

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