Polyteknisk Boghandel

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.

Part One Sales perspective1 Development and role of selling in marketing2 Sales strategiesPart Two Sales environment3 Consumer and organisational buyer behaviour4 Sales settings5 International selling6 Law and ethical issuesPart Three Sales technique7 Sales responsibilities and preparation8 Personal selling skills9 Key account management10 Relationship selling11 Direct marketing12 Internet and IT applications in selling and sales managementPart Four Sales management13 Recruitment and selection14 Motivation and training15 Organisation and control16 Sales forecasting and budgeting17 Salesforce evaluation