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