Description
Australian Selling presents a rich analysis of personal selling in Australia. The book explores the dramatic changes in today's market environment and captures the essence of what the successful salesperson does to ensure durable customer/seller relationships. The book also covers:
-important intra-company relationships and how to manage them
-current high technology, sales tools, lap- top computers, fax, telemarketing, tele- conferencing and their impact on sales productivity
-guidelines for success in personal selling, including successful sales presentation methods
-an analysis of negotiation
-major legal and ethical considerations
-career management, including self-marketing
-up to date coverage of the Credit Act, consumer affairs in legislation and direct selling legislation.
