Modern Sales Theory and Techniques

Author: Wu Jian'an
Publisher:
Publish Date: 2005-02-01
Features: This book is one of the main course textbooks for marketing majors in higher education institutions. It comprehensively elaborates on the principles and strategies, as well as methods of modern sales, with a strong integration of theory and practice. The first five chapters focus on introducing sales theory and environmental analysis; chapters 6–12 emphasize the strategies and methods of each stage of the sales process; chapter 13 covers the basic content of sales management. Each chapter includes introductory examples, case studies, and simulated training exercises, highlighting practicality and fostering students' operational skills. The book is logically structured, with clear concepts and an accessible presentation. It can serve as a textbook for undergraduate studies in higher education institutions, as well as for sales personnel training and self-study.