ESCP Europe

Over the last twenty years, Selling and Sales Management has proven itself to be the definitive text in this exciting and fast-moving area. The new edition comes fully updated with brand new case studies using working businesses to connect sales theory to the practical implications of selling in a modern environment. from back cover.

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 ethical 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 control --- PART 5: SALES CONTROL --- 16. Sales forecasting and budgeting --- 17. Salesforce evaluation --- Appendix: Cases and discussion questions..