Selling and Sales Management 10e

Over the past quarter of a century, Selling and Sales Management has proved itself to be the definitive text in this exciting and fast-paced subject area.

This new edition comes fully updated with new case studies, using working businesses to connect sales theory to the practical implications of selling in a modern environment.  

This edition contains the results from cutting-edge research that differentiates it from most of its competitors. The book continues to place emphasis on global aspects of selling and sales management. Topics covered include technological applications of selling and sales management, ethics of selling and sales management, systems selling and a comprehensive coverage of key account management.

List of figures  

List of tables

About the authors

Preface

Acknowledgements

Part 1 Sales perspective

1 Development and role of selling in marketing

2 Sales strategies

Part 2 Sales environment

3 Consumer and organisational buyer behaviour

4 Sales settings

5 International selling

6 Law and issues   

Part 3 Sales technique   

7 Sales responsibilities and preparation  

8 Personal selling skills   

9 Key account management   

10   Relationship selling  

11   Direct marketing   

12   Internet and IT applications in selling and sales management  

Part 4 Sales management

13   Recruitment and selection   

14   Motivation and training

15   Organisation and compensation  

Part 5 Sales control  

16   Sales forecasting and budgeting  

17   Salesforce evaluation  

Appendix: Case studies and discussion questions

Index