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9780273720652

Selling and Sales Management

by ;
  • ISBN13:

    9780273720652

  • ISBN10:

    0273720651

  • Edition: 8th
  • Format: Paperback
  • Copyright: 2011-10-13
  • Publisher: Prentice Hall
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Summary

Selling and Sales Management 8/eis an essential resource 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 Sales Control This edition places emphasis on international aspects of selling and sales management making it essential reading for all students and practitioners with an interest in the world of sales Topics covered include Sales strategies, Key account management, Sales forecasting and budgeting, and the role of selling in marketing.

Table of Contents

Sales perspective
Development and role of selling in marketing
Sales strategies
Sales environment
Consumer and organisational buyer behaviour
Sales settings
International selling
Law and ethical issues
Sales technique
Sales responsibilities and preparation
Personal selling skills
Key account management
Relationship selling
Direct marketing
Internet and IT applications in selling and sales management
Sales management
Recruitment and selection
Motivation and training
Organisation and control
Sales forecasting and budgeting
Salesforce evaluation
Table of Contents provided by Publisher. All Rights Reserved.

Supplemental Materials

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