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■ The fast track route to mastering all aspects of sales

■ Covers the key areas of sales management, from techniques

for managing sales people at a distance to sales planning, and
from assembling a top-flight team to staying market-focused
■ Examples and lessons from benchmark companies in hotel

management, financial services and pharmaceuticals
■ Includes a glossary of key concepts and a comprehensive

resources guide


Patrick Forsyth



Copyright  Capstone Publishing 2002
The right of Patrick Forsyth to be identified as the author of this work has been
asserted in accordance with the Copyright, Designs and Patents Act 1988
First published 2002 by
Capstone Publishing (a Wiley company)
8 Newtec Place
Magdalen Road
Oxford OX4 1RE
United Kingdom

All rights reserved. No part of this publication may be reproduced, stored in a
retrieval system, or transmitted, in any form or by any means, electronic, mechanical, including uploading, downloading, printing, recording or otherwise, except
as permitted under the fair dealing provisions of the Copyright, Designs and
Patents Act 1988, or under the terms of a license issued by the Copyright
Licensing Agency, 90 Tottenham Court Road, London, W1P 9HE, UK, without
the permission in writing of the Publisher. Requests to the Publisher should be
addressed to the Permissions Department, John Wiley & Sons, Ltd, Baffins Lane,
Chichester, West Sussex, PO19 1UD, UK or e-mailed to permreq@wiley.co.uk
or faxed to (+44) 1243 770571.
CIP catalogue records for this book are available from the British Library
and the US Library of Congress
ISBN 1-84112-261-0
This title is also available in print as ISBN 1-84112-193-2
Substantial discounts on bulk quantities of ExpressExec books are available
to corporations, professional associations and other organizations. Please
contact Capstone for more details on +44 (0)1865 798 623 or (fax) +44
(0)1865 240 941 or (e-mail) info@wiley-capstone.co.uk

Introduction to
ExpressExec is 3 million words of the latest management thinking
compiled into 10 modules. Each module contains 10 individual titles
forming a comprehensive resource of current business practice written
by leading practitioners in their field. From brand management to
balanced scorecard, ExpressExec enables you to grasp the key concepts
behind each subject and implement the theory immediately. Each of
the 100 titles is available in print and el...
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