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. It also 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.
New to this edition
New case studies and practical exercises.
Fully updated coverage of strategic selling and partnering.
Expanded coverage of ethical issues.
Enhanced discussion of the role of social media in selling.
Expanded coverage of the management of sales.
List of figures
List of tables
About the authors
Preface
Acknowledgements
Part One Sales perspective
1 The role of selling
2 The marketing concept
3 Sales and marketing planning
Part Two Sales environment
4 Consumer and organisational buyer behaviour
5 Sales contexts and customer management
6 International selling
Part Three Sales practice
7 Sales responsibilities and preparation
8 Personal selling skills
9 Key account management
10 Relationship selling
11 Multi-channel selling
Part Four Sales management
12 Sales management and technology
13 Recruitment and selection
14 Motivation and training
15 Structuring the sales force and rewards
16 Sales forecasting and budgeting
17 Sales force evaluation
Appendix: Case studies and discussion questions
Index
