Selling & Sales Management

List of illustrations List of tables Foreword Preface Part I: Sales Perspective 1. Development and role of selling in marketing 2. Consumer and organisational buyer behaviour 3. Sales strategies Part II: Sales Technique 4. Sales responsibilities and preparation 5. Personal selling skills 6. Selling to and managing major accounts 7. Relationship selling Part III: Sales Environment 8. Direct marketing and IT applications in sales 9. Sales settings 10. International selling 11. Law and ethnical issues Part IV: Sales Management 12. Recruitment and selection 13. Motivation and training 14. Organisation and compensation Part V: Sales Control 15. Sales forecasting 16. Budgeting and evaluation Appendix Bibliographical references Further reading Index