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.
Table of Contents
Brief contents List of figures List of tables xvi 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