销售管理指南题：.docVIP

Sales Management 761 Jim Stoddard AN OVERVIEW OF CONTEMPORARY SALES MANAGEMENT 3 1. PLANNING: 3 2. IMPLEMENTATION: 4 3. EVALUATION AND CONTROL: 4 AN OVERVIEW OF PERSONAL SELLIN 5 1. ALTERNATIVE SELLING TECHNIQUES 5 2. PROSPECTING 6 3. THE PREAPPROACH 7 4. Qualifying the prospect: 7 5. THE APPROACH 7 6. THE PRESENTATION 8 7. MEETING OBJECTIONS 9 8. CLOSE 9 9. FOLLOW-UP CAREER STAGES 10 CORPORATE, BUSINESS, AND MARKETING STRATEGIES 11 1. PORTERS TYPOLOGY OF COMPETITIVE STRATEGIES 12 2. MILES AND SNOW COMPETITIVE STRATEGY TYPOLOGY 12 ACCOUNT MANAGEMENT AND