Achieving Excellence in Selling: A South African Approach

Paperback | March 15, 2007

byNorman Blem

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Achieving Excellence in Selling is an outcomes-based, practical 'how to' guide on maximising sales potential. This edition looks at sales and marketing from an increasingly southern African perspective and contains case studies to make the theoretical principles accessible. An increasedemphasis on the use of technology throughout the text helps to make the text current.

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Achieving Excellence in Selling is an outcomes-based, practical 'how to' guide on maximising sales potential. This edition looks at sales and marketing from an increasingly southern African perspective and contains case studies to make the theoretical principles accessible. An increasedemphasis on the use of technology throughout the ...

Norman Blem is an MD with The College of Management Education.
Format:PaperbackDimensions:352 pages, 9.53 × 6.69 × 0.79 inPublished:March 15, 2007Publisher:Oxford University PressLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0195786483

ISBN - 13:9780195786484

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Table of Contents

1. The marketing mix and the role of selling2. The managerial and ethical aspects of selling3. Communication: the art of persuasion4. Prospecting and the pre-approach to selling5. Sales presentation methods and approach and question changes6. The anatomy of sales presentation7. Handling objections8. Closing the sale and servicing the customer9. Negotiating a sale10. Time and territory management11. Why people buy12. Retail selling13. Selling to industrial users14. Selling a service15. The challenge of telesales16. Computers in selling17. Exhibition and trade show selling18. Direct selling, key account management, and transforming the sales force