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Personal Selling (Paperback, 4th ed) Loot Price: R431
Discovery Miles 4 310
You Save: R98 (19%)

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Personal Selling (Paperback, 4th ed)

C. H. van Heerden, A Drotsky

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List price R529 Loot Price R431 Discovery Miles 4 310 You Save R98 (19%)

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The electronic age has brought many changes to the world of marketing and sales. More people are communicating in cyberspace to access more information about products, services and brands. New methods of selling and communicating with customers are invented virtually on a daily basis. And the extended use of social media is placing new demands on marketers, sales managers and sales practitioners around the world.

Despite this upheaval, retailers and marketers believe that personal selling — the age-old art of person-to-person communication between a salesperson and a prospective customer, is here to stay — although it should be adapted to incorporate technological developments.

In this fourth edition of Personal Selling, the authors outline the key steps in the selling process that lead to a successful sale, from prospecting for a sale to the follow-up once the sale has been completed. In addition, it explains the role and place of personal selling, the impact it has on the economy, and how it ties in with and supports 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: November 2018
Editors: C. H. van Heerden • A Drotsky
Dimensions: 245 x 168 x 18mm (L x W x T)
Format: Paperback
Pages: 288
Edition: 4th ed
ISBN-13: 978-1-4851-2926-4
Categories: Books > Business & Economics > Business & management
Books > Business & Economics > Business & management > Sales & marketing
Books > Business & Economics > Business & management > Sales & marketing > General
Books > Varsity Textbooks
Books > Academic & Education
Books > Academic & Education > Varsity Textbooks > Economics
Books > Academic & Education > Varsity Textbooks > Marketing
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LSN: 1-4851-2926-5
Barcode: 9781485129264

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