Titlebook: Sales Management; Theory and Practice Bill Donaldson Textbook 1998Latest edition Macmillan Publishers Limited 1998 Database Marketing.direc

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Theories of Buying and Sellingr behaviour, attempt to understand the complexities of buyer motivation and make comparisons between individual and organisational buying behaviour. We then outline the most popular theories of selling and examine the techniques and processes recommended for salespeople to adopt. Remember, a theory that does not work in practice is a poor theory.

Motilin

Choices in Salesforce Organisationhave to be taken on various dimensions of the organisational problem, such as the type of organisational structure, the degree of specialisation and the size of the salesforce, and the focus in this chapter is on these issues. Specifically, the learning objectives are:

NEXUS

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Types of Sellings relies, to a greater extent than hitherto, on the knowledge, skills and abilities of the salesperson to create and sustain these relationships. Therefore, the way in which the selling job is conducted can vary greatly and an evaluation of selling types will be studied in this chapter. The aim in this chapter is:

RADE

Setting Sales Targetstarget (or quota) can be defined as the portion of the total work that an individual or group should aim to achieve by their own efforts. The normal methods by which targets are set are sales volume or value, costs of sales or selling activities and, in some cases, profit contribution.

Adrenal-Glands

Selling in International Marketscient method of selling in foreign markets. Agents and distributors already have a sales organisation, understand the local culture and can be a more cost-effective means of market development than is establishing a sales subsidiary.

SMART

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ustainable energy future that includes nuclear and hydrogen .With the resurgence of nuclear power around the world, and the increasingly important role of hydrogen as a clean energy carrier, the utilization of nuclear energy for large-scale hydrogen production will have a key role in a sustainable e

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