Table of Contents
PART 1: THE PHILOSOPHY OF SELLING
- The role of selling
- Theories of buying and selling
- Types of selling
- Sales people and selling skills
PART 2: THE SELLING PROCESS (THE MOBILISATION OF RESOURCES BEHIND A CUSTOMER)
- Sales force organisation
- Technology
- Sales forecasting and setting targets
- Selling in International Markets
PART 3: SELLING IN PRACTICE (THE MANAGEMENT OF SALES OPERATIONS)
- The selling process in practice
- Recruitment and selection
- Training and leadership (including coaching)
- Motivation and rewards
- Monitoring and measurement (including customer evaluation)
- Ethics
- Cases