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. The full text downloaded to your computer With eBooks you can: O search for key concepts, words and phrases O make highlights and notes as you study O share your notes with friends eBooks are downloaded to your computer and accessible either offline through the Bookshelf (available as a free download), available online and also via the iPad and Android apps. Upon purchase, you'll gain instant access to this eBook. Time limit TheaeBooks products do not have an expiry date. You will continue to access youradigitalaebookaproducts whilst you have youraBookshelf installed.
List of figures List of tables 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
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