Selling and sales management / Robert D. Hisrich and Ralph W. Jackson

By: Contributor(s): Material type: TextTextPublication details: New York : Barron's Educational Series, Inc., c1993Description: iv, 268 pages : illustrations ; 20 cmISBN:
  • 812046935
Subject(s): LOC classification:
  • HF 5438.25 .H5 1993
Contents:
1. The Selling Process and Management -- 2. Recruiting and Selecting Salespeople -- 3. The Organizational Buyer and the Buying Process -- 4. Communication in Sales -- 5. Prospecting for Potential Sales -- 6. Preparing the Sales Call -- 7. The Sales Presentation -- 8. Handling Objections -- 9. Closing the Sale -- 10. The Follow up After the Sale -- 11. The Job of the Sales Manager -- 12. The Sales Organization -- 13. Designing Sales Territories -- 14. Training the Sales Force -- 15. Sales-Forecasting Techniques -- 16. Budgets and Sales Quotas -- 17. Motivating and Leading the Sales Force -- 18. Compensating the Sales Force -- 19. Evaluating the Sales Force -- 20. Ethical and Legal Issues.
Item type: Books
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Holdings
Item type Current library Home library Collection Call number Copy number Status Date due Barcode
Books Books National University - Manila LRC - Annex II General Circulation Gen. Ed. - CBA GC HF 5438.25 .H5 1993 (Browse shelf(Opens below)) c.1 Available NULIB000005956

Includes index.

1. The Selling Process and Management -- 2. Recruiting and Selecting Salespeople -- 3. The Organizational Buyer and the Buying Process -- 4. Communication in Sales -- 5. Prospecting for Potential Sales -- 6. Preparing the Sales Call -- 7. The Sales Presentation -- 8. Handling Objections -- 9. Closing the Sale -- 10. The Follow up After the Sale -- 11. The Job of the Sales Manager -- 12. The Sales Organization -- 13. Designing Sales Territories -- 14. Training the Sales Force -- 15. Sales-Forecasting Techniques -- 16. Budgets and Sales Quotas -- 17. Motivating and Leading the Sales Force -- 18. Compensating the Sales Force -- 19. Evaluating the Sales Force -- 20. Ethical and Legal Issues.

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