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
6. International selling

Part Three: Sales practice

7. Sales responsibilities and preparation
8. Personal selling skills
9. Relationship selling
10. Key account management
11. Selling through technology

Part Four: Sales management

12. Sales management and CRM systems
13. Structuring the sales force and rewards
14. Recruitment and selection
15. Motivation and training
16. Sales forecasting and budgeting
17. Sales force evaluation

Appendix: Case studies and discussion questions

Index