Description

Sales Planning and Operations provides suitable content for 2nd year courses in sales management. It is a custom publication compiled by Lucia Geyer from CTI, which combines content from the following four established Pearson books: • Sales Management third edition by Connett, Abratt and Cant; • Principles of Marketing: Global and Southern African Perspectives by Kotler, Armstrong and Tait; • Sales Management in Action by Visser; and • Meetings, Expositions, Events and Conventions: An Introduction to the Industry third edition by Fenich. This comprehensive compilation includes up-to-date content on the following topics: • The personal selling process; • Buyer behaviour in the consumer and business market; • The sales presentation; • Sales management and strategies; • Sales forecasting and budgeting; • Sales planning, recruitment and selection; • Sales training and development; • The role of information in sales management; • Global selling opportunities; and • The use of exhibitions and trade fairs as selling opportunities. This book offers the following features: • Learning objectives outline the key learning areas for each chapter; • A chapter preview contextualises the topic at the start of each chapter; • Clear diagrams provide visual representations of key ideas in the book; • Self-assessment questions at the end of each chapter provide students with an opportunity to test their understanding; and • Excellent content developed by renowned authors in the field. This e​Book is a digital version of the printed ​book. Benefits of the ePUB format​ include:​ • The ability to view on ​a ​desktop computer, notebook or tablet; • As students adjust fonts, rotate and flip pages, content reflows to fit the device’s screen giving the user a more flexible experience; and • Students can take notes, highlight and bookmark, and access video and audio for visual learning.