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Sales Management: Products and Services. Dr Jae K Shim
Читать онлайн.Название Sales Management: Products and Services
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isbn 9781908287465
Автор произведения Dr Jae K Shim
Издательство Ingram
Sales Management: Products and Services
Sales Management
Products and Services
Dr Jae K Shim MBA, PHD
Professor of Business
California State University, Long Beach
and
CEO
Delta Consulting Company
© Jae K Shim 2012
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Global Professional Publishing
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ISBN 978-1-906403-79-9
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Contents
Chapter 1: Sales Management and Selling: Its Development and Role in American Society
The applications of personal selling
Scope and significance of personal selling and sales management
Nature of Personal Selling and Sales Management
Creating Customer Value through Salespeople: Relationship and Partnership Selling
Is salesmanship an art or a science?
Must you be a born salesperson or can salesmanship be taught and learned?
Chapter 2: The Salesperson’s Responsibilities and Qualifications
Her responsibility to the company
Ability to communicate and persuade
Developing necessary qualifications
Chapter 3: Selling as a Career