Selling : management and practice.

Allen, Peter, 1937-

Selling : management and practice. Peter Allen - 4th ed. - London : Pitman, 1993. - viii,280p. - M & E handbook series, 0265-8828 . - M. & E. handbook series. .

First published as Sales and Sales Management, 1973. Third edition published as Selling : management and practice, 1989.

Includes index.

This 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.

9780712108546 pbk No price 9780712108546 pbk


Sales management
Marketing--Management
Selling--Management
Sales & marketing management

658.81