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Selling and Sales Management 7th Edition is a long standing classic book, which has been revised and updated to take into account recent developments in the theory and practice of selling. As well as covering all important elements of the marketing mix, it places emphasis on international aspects of selling and sales management.
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Features
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- Each chapter concludes with a mini case study and practical exercises to reinforce key concepts for students.
- Formal practice exam questions help students prepare for forthcoming assessment.
- Full discussion of the role of selling as a part of an integrated marketing communications programme demonstrates the importance of selling on every level.
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Contents
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Part I: Sales Perspective
- Development and Role of Selling in Marketing
- Sales Strategies
Part II: Sales Environment
- Consumer and Organisational Buyer Behaviour
- Sales Settings
- International Selling
- Law and Ethical Issues
Part III: Sales Techniques
- Sales Responsibilities and Preparation
- Personal Selling Skills
- Key Account Management
- Relationship Selling
- Direct Marketing
- Internet and IT Applications in Selling and Sales Management
Part IV: Sales Management
- Recruitment and Selection
- Motivation and Training
- Organisation and Compensation
Part V: Sales Control
- Sales Forecasting and Budgeting
- Sales force Evaluation
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Book Details
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Author(s):
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ISBN
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9788131725863
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Pages
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552
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Imprint
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Pearson Education
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Binding
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Paperback
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© Year
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2008
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Weight
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0.795 Kg
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