Selling and Sales Management Book

Fully updated and revised, this authoritative text provides sales and marketing students with both a theoretical Frameworks and effective training in the whole range of practical sales and marketing techniques. The fourth edition has been substantially improved by the inclusion of much additional material covering emerging themes and topics. New and expanded information in the areas of direct marketing, computer aided sales support, trade marketing, major account selling and forecasting improve the coverage and relevance of an already coherent and comprehensive textbook. To broaden understanding of the application of ideas contained in the book, greater emphasis has been placed on international (not just European) aspects of selling. This is reflected in the improved coverage of the role of the agent and distributor in selling and marketing.Read More