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003			VRT
005			20250102222819.0
008			081112s2005 enka f| 001 0 eng
020			_a1844800237
039		9	_a201402040059 _bVLOAD _c201008021226 _dmalmash _c200811121249 _dvenkatrajand _c200811121248 _dvenkatrajand _y200811120835 _zmusallam
050			_aHF5438.4 _b.P354 2005
100	1		_aBlythe, Jim. _910440
245	1	0	_aSales and Key Account Management / _cJim Blythe.
246	1	4	_aSales & key account management
260			_aLondon : _bThomson Learning, _cc2005.
300			_axii, 290 p. : _bill. ; _c25 cm.
504			_aIncludes bibliographical references and index.
505			_a1. Selling and its Strategic Role. 2. Buyer Behaviour. 3. Preparing to Sell. 4. The Sales Presentation. 5. Selling to Major Accounts. 6. Recruitment. 7. Training. 8. Motivation and Remuneration. 9. Forecasting and Budgeting. 10. Monitoring and Feedback. 11. Internationalisation. 12. Exhibitions and Trade Fairs. 13. Ethics, Consumer Protection and the Law.
520			_aThis new core text focuses on all branches of selling and sales management, from personal selling through to key account management. It focuses on business-to-business selling as well as the sale of consumer products. It also includes a wealth of real examples used throughout the text and four major case studies at the end of each part. Case material is drawn from a range of diverse industries, both MNEs and SMEs--software corporations, major construction projects, cosmetics, small engineering companies and the B2C selling of home improvements and brown goods.
650		0	_aSales management. _910441
650		0	_aSelling. _910442
942			_2lcc _n0 _cBK
999			_c3719 _d3719