- Unknown Binding
- Publisher: Capstone Ltd (2 Feb 2004)
- Language English
- ISBN-10: 1841125040
- ISBN-13: 978-1841125046
- See Complete Table of Contents
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Product Description
Book Description
The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self-development for sales people.
From the Back Cover
*Fast-track route to mastering the sophisticated and highly competitive world of FMCG selling
*Covers the key issues of retailer dominance, retailer resistance to new product launches, consumer behavior, category management, buying structures, product development and regulation, and branding issues
*Case material from Proctor & Gamble, Coca-Cola and Pepsi, and Wal-Mart and Red Bull
*Includes a comprehensive resource guide, key concepts and thinkers, a 10-step action plan, and a section of FAQs
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