Essentials of personal selling : the new professionalism
著者
書誌事項
Essentials of personal selling : the new professionalism
Prentice Hall, c1995
- タイトル別名
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Personal selling
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注記
Includes bibliographical references and indexes
内容説明・目次
内容説明
This text is designed to help students adjust to the dynamic technological and market changes in today's competitive environment. It discusses several megatrends that have an impact on today's salespeople: revolutionary developments in communications and technology; more expert and demanding buyers; rising customer expectations; the influx of women and minorities into sales careers; the expanding use of direct marketing methods to sell to consumers; micro-segmentation of markets; and the globalization of markets. The study explores and highlights specific companies, salespeople and selling situations, sets up in-depth role-playing and provides two case studies about real-world selling problems.
目次
- Overview of personal selling in a revolutionary era
- understanding and communicating with diverse customers
- professional personal selling - the continuous wheel
- self-management skills for salespeople.
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