| 000 | 01333nam a2200217Ia 4500 | ||
|---|---|---|---|
| 003 | NULRC | ||
| 005 | 20250520100552.0 | ||
| 008 | 250520s9999 xx 000 0 und d | ||
| 020 | _a812046935 | ||
| 040 | _cNULRC | ||
| 050 | _aHF 5438.25 .H5 1993 | ||
| 100 |
_aHisrich, Robert D. _eauthor |
||
| 245 | 0 |
_aSelling and sales management / _cRobert D. Hisrich and Ralph W. Jackson |
|
| 260 |
_aNew York : _bBarron's Educational Series, Inc., _cc1993 |
||
| 300 |
_aiv, 268 pages : _billustrations ; _c20 cm. |
||
| 504 | _aIncludes index. | ||
| 505 | _a1. 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. | ||
| 650 | _aSELLING | ||
| 700 |
_aJackson, Ralph W. _eco-author |
||
| 942 |
_2lcc _cBK |
||
| 999 |
_c8197 _d8197 |
||