Table of Content

Part One Sales perspective

1 Development and role of selling in marketing
2 Sales strategies

Part Two Sales environment

3 Consumer and organisational buyer behaviour
4 Sales settings
5 International selling
6 Law and ethical issues

Part Three 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 Four Sales management

13 Recruitment and selection
14 Motivation and training
15 Organisation and control
16 Sales forecasting and budgeting
17 Salesforce evaluation

Selling and Sales Management 8/e is essential reading for all marketing and management students and practitioners, in particular those with specific interests in the world of sales. The text is split into five logical parts: Sales Perspective, Sales Technique, Sales Environment, Sales Management and Sales Control.

This edition places emphasis on international aspects of selling and sales management whilst also covering all of the important elements of the marketing mix. Topics covered include Sales Strategies, Key Account Management, Sales Forecasting and Budgeting, and the Role of Selling in Marketing.