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Personal selling
Edited by C.H. van Heerden, Edited by A. Drotsky
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| book description |
The advent of the electronic age has brought many changes to the world of marketing and sales. New methods of selling and communicating with customers are invented virtually on a daily basis. And the use of social media is placing new demands on marketers and sales managers around the world. Despite this upheaval, retailers and marketers believe that personal selling as practised over the past decades is here to stay – although it should be adapted to incorporate technological developments. There will however always be a place for the age-old art of person-to-person communication between a salesperson and a prospective customer. In this third edition of Personal Selling, the authors outline the key steps in the selling process that leads to a successful sale, from prospecting for a sale to the follow-up once the sale has been completed. In addition, the book seeks to explain the role and place of personal selling, the impact it has on the economy, and how it ties in with marketing. The importance of communication in the act of selling, as well as different approaches and sales presentation methods, are explained and clarified, and a comprehensive discussion on how sales people should manage themselves and their time is included.
| product details |
Normally shipped |
Publisher | Juta & Company Ltd
Published date | 1 Dec 2014
Language |
Format | Paperback / softback
Pages | 260
Dimensions | 0 x 0 x 0mm (L x W x H)
Weight | 0g
ISBN | 978-1-4851-0261-8
Readership Age |
BISAC | business & economics / sales & selling
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Carlo Rovelli
Paperback / softback
224 pages
was: R 295.95
now: R 265.95
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Originally published in Italian: L'ordine del tempo (Milan: Adelphi Edizioni, 2017).
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Carlo Rovelli
Paperback / softback
208 pages
was: R 295.95
now: R 265.95
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