Publisher's Synopsis
This guide to selling addresses all the 61 subjects included in the Chartered Institute of Marketing's syllabus. It covers every stage in the sales process, from prospecting to closing the sale in every sales envrinment - fom retail selling to exporting. It also covers sales management responsibilities from controlling expenses to running a sales conference.;This book does not aim to replace the Chartered Institute's official course material, but it takes the world of academe out into the market place, and brings people who live in the market place into the world of academe by the scenic route.
