Selling and Sales Management 10th edn

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