Selling and sales management

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.