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Books > Social sciences > Sociology, social studies > Social issues
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Action Research for Professional Selling (Paperback)
Loot Price: R1,138
Discovery Miles 11 380
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Action Research for Professional Selling (Paperback)
Expected to ship within 12 - 19 working days
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Action Research for Professional Selling by Peter McDonnell and
Jean McNiff is for people working, or hoping to work in sales, who
wish to improve their capacity for selling, and who may be involved
in providing or participating in a structured sales training
programme. It provides a basis for professional selling that
connects the sales process to different philosophical models for
understanding human interactions and contains much practical advice
for selling in a tough economic environment. Action research is
used across the professions as a powerful methodology for improving
performance and outcomes and will enable sales practitioners to
generate their practical theories of selling. The book answers
calls for evidence-based practice in sales education, placing
special emphasis on the strength of a values-based approach over
the outmoded manipulative models of the past (many of which are
still in evidence). It is essential to develop your understanding
of what you are doing, and be able to explain it, and the book
shows you how to do this through researching your practice in
action. It focuses seriously on selling as a field of research
offering an innovative, practical approach to selling, underpinned
by strong theoretical and philosophical frameworks.
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