| 000 | 01334 a2200217 4500 | ||
|---|---|---|---|
| 020 | _a0712108548 | ||
| 020 | _a9780712108546 | ||
| 090 |
_c1872 _d1872 |
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| 100 | 1 | _aAllen, Peter. | |
| 245 | 1 | 0 |
_aSelling : _bmanagement and practice / _cPeter Allen. |
| 250 | _a4th ed. | ||
| 260 |
_a[S.l.] : _bTrans-Atlantic Publications, _c1993. |
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| 300 |
_a320 p. ; _c22 cm. |
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| 490 | 1 | _aM & E handbook series. | |
| 500 | _aPaperback. | ||
| 520 | _aThis revised text recognizes selling as the cutting edge of business. It has been rewritten and contains more examples and case studies. Emphasis is placed on pro-active selling, customer creation, understanding the buyer, the need for product knowledge, selling techniques and communications. This is combined towards the end of the book with the traditional sales management functions of forecasting, planning, organization, training and appraisal. It is suitable for students taking BTec HNC/D Business and Finance, DMS, BA Business Studies, A-Level Business Studies, IoM, IoEX and CAM courses, as well as sales professionals. | ||
| 830 | 0 | _aM & E handbook series. | |
| 856 | 4 | 0 |
_3Amazon.com _uhttp://www.amazon.com/exec/obidos/ASIN/0712108548/chopaconline-20 |
| 856 | 4 | 0 |
_3Amazon customer reviews _uhttp://www.chopac.org/cgi-bin/tools/azrev.pl?q=0712108548 |
| 942 |
_aNBS _cBK _k650 ALE |
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| 999 |
_c344383 _d344383 |
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