Sales Management

Table of Contents

PART 1: THE PHILOSOPHY OF SELLING

1. The role of selling
2. Theories of buying and selling
3. Types of selling
4. Sales people and selling skills

PART 2: THE SELLING PROCESS (THE MOBILISATION OF RESOURCES BEHIND A CUSTOMER)

5. Sales force organisation
6. Technology
7. Sales forecasting and setting targets
8. Selling in International Markets

PART 3: SELLING IN PRACTICE (THE MANAGEMENT OF SALES OPERATIONS)

9. The selling process in practice
10. Recruitment and selection
11. Training and leadership (including coaching)
12. Motivation and rewards
13. Monitoring and measurement (including customer evaluation)
14. Ethics
15. Cases