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Selling : management and practice. Peter Allen

By: Contributor(s): Material type: TextTextSeries: M. & E. handbook seriesPublication details: London : Pitman, 1993.Edition: 4th edDescription: viii,280pContent type:
  • text
Media type:
  • unmediated
Carrier type:
  • volume
ISBN:
  • 9780712108546 pbk
  • 9780712108546 pbk
Subject(s): DDC classification:
  • 658.81
Summary: 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.
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Item type Current library Call number Status Date due Barcode
General General ATU Dublin Road General Shelves 658.81 ALL (Browse shelf(Opens below)) Available 040288

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.

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