Publisher's Synopsis
Intended for the CIM Certificate in Sales Management, this title has been written with the needs of the student in mind. Among the topics covered are: the development of professional selling; the planned selling process; promotions; telephone selling; and public relations and corporate identity.;This book details the processes involved in professional selling in a marketing environment. Successful selling is achieved when the customer makes regular repent purchases from the seller. To achieve this on a large scale requires effective communication and co-operation between the sales and marketing functions. The skills of both selling and marketing are required in making a successful sale. The many problems facing the sales person are described in detail.
