The administration of marketing and selling.
Harold Whitehead
The administration of marketing and selling. - 2d ed - London, Pitman [1958] - 254 pages tables, 22 cm diagrams
Includes index
selling in modern business 1
The administrative machine 7
The five main functions of executive control 12
The ecomonic background of marketing: limitations 26
The economic backgroung of marketing: aids 33
Market research 46
Sales policy 64
Sales promotion 91
Advertising and publicity 104
Organization of sales department 122
The sales budget 143
Distribution costs 160
Organization for overseas market 177
The salesman 191
The training of salesmen 211
The dealer and dealer relationships 220
Conclutions 234
Appendices 248
Index 251
Sales personnel.
Selling.
Marketing -- --Management.
HF5415 / .W545
The administration of marketing and selling. - 2d ed - London, Pitman [1958] - 254 pages tables, 22 cm diagrams
Includes index
selling in modern business 1
The administrative machine 7
The five main functions of executive control 12
The ecomonic background of marketing: limitations 26
The economic backgroung of marketing: aids 33
Market research 46
Sales policy 64
Sales promotion 91
Advertising and publicity 104
Organization of sales department 122
The sales budget 143
Distribution costs 160
Organization for overseas market 177
The salesman 191
The training of salesmen 211
The dealer and dealer relationships 220
Conclutions 234
Appendices 248
Index 251
Sales personnel.
Selling.
Marketing -- --Management.
HF5415 / .W545