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• Designing the sample plan
• Conducting the investigation
• Preparation and processing of
primary data
• Exploratory data analysis and
hypothesis testing
KEY FEATURES
• Analysis of relationships with statistical techniques
• The research report
• Learning outcomes at the beginning of every chapter
• Definitions highlighted to emphasise their importance
• Clear diagrams and figures
• Relevant and up-to-date case studies
• Self-assessment questions
• Summaries that highlight the key issues covered in each chapter.
ABOUT THE AUTHORS
J Wiid and C Diggines are senior lecturers in the Department of Marketing and Retail Management at the University of South Africa (Unisa).
Personal Selling
CH VAN HEERDEN & A DROTSKY (EDITORS)
The advent of the electronic age has brought many changes to the world of marketing and sales. New methods of selling and communicating with customers are invented virtually on a daily basis. And the use of social media is placing new demands on marketers and sales managers around the world. Despite this upheaval, retailers and marketers believe that personal selling as practised over the past decades is here to stay – although it should be adapted to incorporate technological developments. There will however always be a place for the age-old art of person-to-person communication between a salesperson and a prospective customer.
In this third edition of Personal Selling, the authors outline the key steps in the selling process that lead to a successful sale, from prospecting for a sale to follow- up once the sale has been completed.
In addition, the book seeks to explain the role and place of personal selling, the impact it has on the economy, and how it ties in with marketing. The importance of communication in the act of selling, as well as different approaches and sales presentation methods, are explained and clarified, and a comprehensive discussion on how sales people should manage themselves and their time is included.
978 1 48510 261 8 978 1 48510 482 7 3e 2015
264 PAGES
ZAR R513.00 ZAR R479.00
NEW EDITION FORTHCOMING 2018
CONTENTS
• Introduction to Personal Selling
• The Customer and the Buying
Process
• Communication
• Sales Knowledge
• Managing Yourself and Your Time
• Prospecting
• Planning the Sales Call
• Approach and Sales Presentation
Methods
KEY FEATURES
• Handling objections
• Closing the Sale
• Follow-up
• Ethical and Legal Issues in Personal
Selling
• Selling of Services
• Personal Selling in Business Markets • Information and Communication
Technology
• Case studies detailing South African examples of selling
JUTA MARKETING CATALOGUE | 2018/2019
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