Sales people are the driving force behind the success of any commercial organisation. Given the increased competitiveness of firms operating in the global arena, the need for well-trained sales people is greater than ever. The interactive nature of selling makes it one of the most effective means of bringing in new business. This new core text focuses on all branches of selling and sales management, from personal selling through to key account management. It focuses on business-to-business selling as well as the sale of consumer products. It also includes a wealth of real examples used throughout the text and four major case studies at the end of each part. Case material is drawn from a range of diverse industries, both MNEs and SMEs software corporations, major construction projects, cosmetics, small engineering companies and the B2C selling of home improvements and brown goods.
- Extended coverage of B2B selling, e-commerce, relationship marketing and selling and key account management
- Contains Short mini-cases in every chapter and 4 major cases throughout
- Comprehensive website with Excel tools for organizing sales calls
- Extended coverage of B2B selling, e-commerce, relationship marketing and selling and key account management
- Contains Short mini-cases in every chapter and 4 major cases throughout
- Comprehensive website with Excel tools for organizing sales calls