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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.
List of contents
- 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
Summary
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.
