The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self-development for sales people.
Editorial Reviews
From the Inside Flap
Fast-track route to mastering the sophisticated and highly competitive world of FMCG selling
Covers the key issues of retailer dominance, retailer resistance to new product launches, consumer behavior, category management, buying structures, product development and regulation, and branding issues
Case material from Proctor & Gamble, Coca-Cola and Pepsi, and Wal-Mart and Red Bull
Includes a comprehensive resource guide, key concepts and thinkers, a 10-step action plan, and a section of FAQs
From the Back Cover
Fast-track route to mastering the sophisticated and highly competitive world of FMCG selling
Covers the key issues of retailer dominance, retailer resistance to new product launches, consumer behavior, category management, buying structures, product development and regulation, and branding issues
Case material from Proctor & Gamble, Coca-Cola and Pepsi, and Wal-Mart and Red Bull
Includes a comprehensive resource guide, key concepts and thinkers, a 10-step action plan, and a section of FAQs
About the Author
LEO GOUGH is an accomplished writer who has authored and co-authored several books, including How the Stock Market Really Works, The Finance Manual for Non-Financial Managers, Investing in Biotechnology Stocks and several ExpressExec books.
Wow! eBook
