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Hardcover

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Every firm's sales force combines the distinctive personalities of its members with the complex issues of size, pay structure, incentives, performance evaluation, and effective uses of new technology. And while underrepresented in most marketing texts, the…

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As with executives and managers in so many other business functions, pricing specialists are being challenged more and more to substantiate the added value of their activities. Pricing is a core function of every business, and needs not only to contribute…

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There is growing interest in the use of Neuro Linguistic Programming (NLP) as a Qualitative Market Research technique. NLP was previously used in psychology to understand how people think and react, and as a tool in self-development, interpersonal skills and…

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What does it take to become a top performer in today's competitive sales field? In Sales as a Science, author Allan Lobeck focuses on helping salespeople understand the sales process from both the customer and sales perspective. Based on twenty-five years of…
Audio Book (CD)

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3 GREAT TITLES FOR THE PRICE OF 2 SELL, SELL, SELL! ....A MUST FOR ANYONE IN SALES. Too often, the sales process is all about fear. Customers are afraid that they will be talked into making a mistake; salespeople dread being unable to close the deal and make…

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Great companies consistently meet and exceed customer desires. Superior Customer Value in the New Economy: Concepts and Cases, Second Edition offers a blueprint for responding effectively to customer demands and for creating the benchmarks common to world-class…
Paperback | German

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This new casebook on retailing contains 18 up-to-date cases contributed by a team of 22 authors from universities teaching retailing in the UK. The cases focus on the type of operational problems or issues likely to face young graduate managers in multiple retail…

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Focusing on the key aspects of setting up an export operation, this text demonstrates how export decisions are actually made and justified financially.

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A comprehensive guide to the issues involved in assessing export markets, key topics covered include assessing market potential and making the selection decision, market research and sources of information, and collecting and using market data.
Kobo ebook

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Success in Selling: Developing a World-Class Sales Ecosystem presents timely research on key trends reshaping today’s sales profession and introduces the new ATD World-Class Sales Competency Model.An indispensable reference for assembling a world-class sales…
Paperback

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