Selling and Sales Management, 10th Edition

Over the last twenty years, Selling and Sales Management has proved itself to be the definitive text in this exciting and fast-moving area.

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

This edition continues to place emphasis on global aspects of selling and sales management whilst also covering all of the important elements of the marketing mix.  Topics covered include the technological applications of selling and sales management, the ethics of selling & sales management, a look at the sales cycle, cold canvassing and systems selling, and a thorough coverage of B2B and B2C selling.

Table of Contents

Part One Sales perspective
Chapter 1 Development And Role Of Selling In Marketing
Chapter 2 Sales Strategies

Part Two Sales environment
Chapter 3 Consumer And Organisational Buyer Behaviour
Chapter 4 Sales Settings
Chapter 5 International Selling
Chapter 6 Law And Ethical Issues

Part Three Sales technique
Chapter Sales Technique
Chapter 7 Sales Responsibilities And Preparation
Chapter 8 Personal Selling Skills
Chapter 9 Key Account Management
Chapter 10 Relationship Selling
Chapter 11 Direct Marketing
Chapter 12 Internet And It Applications In Selling And Sales Management

Part Four Sales management
Chapter 13 Recruitment And Selection
Chapter 14 Motivation And Training
Chapter 15 Organisation And Compensation

Part Five Sales control
Chapter 16 Sales Forecasting And Budgeting
Chapter 17 Salesforce Evaluation

Appendix: Case studies and discussion questions