Marketing Led, Sales Driven (The Marketing Series)

Intended for the CIM Certificate in Sales Management, this title has been written with the needs of the student in mind. Among the topics covered are: the development of professional selling; the planned selling process; promotions; telephone selling; and public relations and corporate identity. This book details the processes involved in professional selling in a marketing environment. Successful selling is achieved when the customer makes regular repent purchases from the seller. To achieve this on a large scale requires effective communication and co-operation between the sales and marketing functions. The skills of both selling and marketing are required in making a successful sale. The many problems facing the sales person are described in detail.