- discusses the development of sales and marketing skills in the southern African business environment;
- is unique as it presents the theory on both sales and marketing in one concise book;
- provides southern African examples and case studies;
- is written in simple, clear language which makes it easy to read and accessible to business management students and practitioners in the sales and marketing fields;
- includes a comprehensive glossary of the terms discussed in the book.
Chapter 1: Introduction to sales and marketing
Chapter 2: The three sales environments
Chapter 3: Communication in sales
Chapter 4: The sales process
Chapter 5: Sales and territory management
Chapter 6: Technology in sales
Chapter 7: The marketing concept
Chapter 8: Marketing research
Chapter 9: The marketing mix
Chapter 10: Product management
Chapter 11: Product development
Chapter 12: The product life cycle
Chapter 13: Distribution in the marketing mix
Chapter 14: Pricing decisions
Chapter 15: Promotion
Supplementary material available for this title includes:
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