Action Research for Professional Selling (Hardcover, New Ed)

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.

General

Imprint:	Ashgate Publishing Limited
Country of origin:	United Kingdom
Release date:	June 2014
First published:	2014
Authors:	Peter McDonnell • Jean McNiff
Dimensions:	246 x 174 x 0mm (L x W x T)
Format:	Hardcover
Pages:	252
Edition:	New Ed
ISBN-13:	978-1-4094-6407-5
Categories:	Books > Reference & Interdisciplinary > Communication studies > Research methods Books > Business & Economics > Economics > General Books > Social sciences > Sociology, social studies > Social institutions > General Books > Social sciences > Sociology, social studies > Social issues > General Books > Business & Economics > Business & management > Management of specific areas > Personnel & human resources management Books > Business & Economics > Business & management > Management of specific areas > Production & quality control management Books > Business & Economics > Business & management > Sales & marketing > General Books > Business & Economics > Business & management > Business mathematics & systems > General Promotions
LSN:	1-4094-6407-5
Barcode:	9781409464075

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