Personal selling (Paperback, 3rd ed)

The advent of the electronic age has brought many changes to the world of marketing and sales. New methods of selling and communicating with customers are invented virtually on a daily basis. And the use of social media is placing new demands on marketers and sales managers around the world. Despite this upheaval, retailers and marketers believe that personal selling as practised over the past decades is here to stay - although it should be adapted to incorporate technological developments. There will however always be a place for the age-old art of person-to-person communication between a salesperson and a prospective customer. In this third edition of Personal Selling, the authors outline the key steps in the selling process that leads to a successful sale, from prospecting for a sale to the follow-up once the sale has been completed. In addition, the book seeks to explain the role and place of personal selling, the impact it has on the economy, and how it ties in with marketing. The importance of communication in the act of selling, as well as different approaches and sales presentation methods, are explained and clarified, and a comprehensive discussion on how sales people should manage themselves and their time is included.

General

Imprint:	Juta Legal and Academic Publishers
Country of origin:	South Africa
Release date:	December 2014
Editors:	C. H. van Heerden • A Drotsky
Dimensions:	245 x 170 x 15mm (L x W x T)
Format:	Paperback
Pages:	252
Edition:	3rd ed
ISBN-13:	978-1-4851-0261-8
Categories:	Books > Business & Economics > Business & management > Sales & marketing > General Books > Varsity Textbooks Books > Academic & Education > Varsity Textbooks > Business & Economics Books > Academic & Education > Varsity Textbooks > Business Management Books > Academic & Education > Varsity Textbooks > Consumer Studies Books > Academic & Education > Varsity Textbooks > Marketing Books > Academic & Education > UNISA > Business & Economics Books > Academic & Education > UNISA > Business Management Books > Academic & Education > UNISA > Consumer Studies Books > Academic & Education > UNISA > Marketing Books > Academic & Education > University Of Johannesburg > Business & Economics Books > Academic & Education > University Of Johannesburg > Business Management Books > Academic & Education > University Of Johannesburg > Consumer Studies Books > Academic & Education > University Of Johannesburg > Marketing
LSN:	1-4851-0261-8
Barcode:	9781485102618
Course Code:	MNM1501 • MNM1523

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