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Consumer and Organisational Buyer Behaviour
Sales Responsibilities and Preparation
12 other sections not shown
achieve activities advertising after-sales service agent analysis approach average benefits brand buyer behaviour carpet channel chapter close the sale commission competition competitors consumer costs culture decision decision-making demand detailed discussed distributors effective evaluation example expected value exponential smoothing export factors firm function GATT important increase individual industrial international selling interview involved Japanese manufacturer market research marketing mix marketing plan Mephisto method motivation moving average needs negotiations number of calls objectives offer particular payment performance personal selling personnel practice preparation prior probabilities problems product life cycle profit programme purchase recruitment relationship responsibility role sales budget sales force sales forecast sales manager sales orientated sales presentation sales promotion sales strategies salesman segmentation selection seller selling overseas situation skills specific stage supplier SWOT analysis technical techniques territory trade trend United Kingdom