... Ltd 508
Examination questions 510
Appendix: Cases and discussion questions 511
Beiersdorf and Nivea: Researching and understanding
the market and customers 511
Hutchinson Whampoa: Market leadership ... 330
12 Internet and IT applications in selling and sales
management
352
Part four Sales management 381
13 Recruitment and selection 383
14 Motivation and training 404
15 Organisation and control ... Database and knowledge management: the modern salesforce needs to be trained in the
use and creation of customer databases, and how to use the internet to aid the sales
task (e.g. finding customer and...