E-Selling: Sales 12.3

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John Wiley & Sons, Oct 31, 2003 - Business & Economics - 132 pages
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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.
 

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Contents

120302 What is ESelling?
5
120303 The Evolution of ESelling
11
120304 The EDimension
19
120305 The Global Dimension
29
120306 ESelling The State of the Art
39
120307 ESelling in Practice
57
120308 Key Concepts Glossary
75
120309 ESelling Resources
87
120310 ESelling Ten Steps to Making it Work
103
Frequently Asked Questions FAQs
113
Index
121
Copyright

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About the author (2003)

BOB COTTON has written several books on design and new media inclusing The New Guide to Grpahic Design, You Ain't Seen Nothing Yet and Futurecasting the Web. His articles have appreared in, among others, Eye, Creative Review and Mac User magazine.

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