Fmcg Selling: Sales 12.8

ISBN-13: 9781841124612 / Angielski / Miękka / 2003 / 120 str.

Leo Gough;Gough

Opis

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.

Spis treści

Introduction to ExpressExec.

Introduction to FMCG Selling.

What is Meant by FMCG Selling?

The Evolution of FMCG Selling.

The E–Dimension.

The Global Dimension.

The State of the Art.

In Practice – FMCG–Selling Success Stories.

Key Concepts and Thinkers.

Resources.

Ten Steps to Making FMCG Selling Work.

Frequently Asked Questions.

Index.

O autorze

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.

Blurb

• 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