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FMCG Selling. Sales 12.8. Express Exec

  • ID: 2240294
  • Book
  • February 2003
  • 110 Pages
  • John Wiley and Sons Ltd
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  • Fast–track route to mastering the sophisticated and highly competitive world of FMCG selling
  • Covers the key issues of retailer dominance, retailer resistance to new product launches, consumer behavior, category management, buying structures, product development and regulation, and branding issues
  • Case material from Proctor & Gamble, Coca–Cola and Pepsi, and Wal–Mart and Red Bull
  • Includes a comprehensive resource guide, key concepts and thinkers, a 10–step action plan, and a section of FAQs
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Introduction to ExpressExec.

Introduction to FMCG Selling.

What is Meant by FMCG Selling?

The Evolution of FMCG Selling.

The E–Dimension.

The Global Dimension.

The State of the Art.

In Practice – FMCG–Selling Success Stories.

Key Concepts and Thinkers.

Resources.

Ten Steps to Making FMCG Selling Work.

Frequently Asked Questions.

Index.

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Leo Gough
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