Sales and sales management [electronic resource] / Jim Blythe.
Material type:
FilmSeries: Henry Stewart talksBusiness & management collection. Principles of marketing: Publisher: London : Henry Stewart Talks, 2012Description: 1 online resource (1 streaming video file (51 min.) : color, sound)Subject(s): Sales executives | Sales management | SalesOnline resources: Click here to access online | Series Animated audio-visual presentation with synchronized narration.
Title from title frames.
Contents: The role of the salesperson -- Personal selling and the communications mix -- Sales force functions -- Characteristics of successful salespeople -- Types of salesperson -- Definitions of sales terminology -- Preparing for the presentation -- Objection handling -- Closing the sale -- Post-presentation activities -- Negotiation -- Role of the sales manager -- Factors in sales force success -- Recruitment of salespeople -- Training of salespeople -- Remuneration of salespeople -- Motivating salespeople -- Running a sales meeting.
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Mode of access: World Wide Web.