Part One: Sales Perspective
1 Development and role of selling in marketing
2 Sales strategies
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Part Two: Sales Environment
3 Consumer and organisational buyer behaviour
4 Sales settings
5 International selling
6 Law and issues
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Part Three: Sales Technique
7 Sales responsibilities and preparation
8 Personal selling skills
9 Key account management
10 Relationship selling
11 Direct marketing
12 Internet and IT applications in selling and sales management
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Part Four: Sales management
13 Recruitment and selection
14 Motivation and training
15 Organisation and compensation
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Part Five: Sales Control
16 Sales forecasting and budgeting
17 Salesforce evaluation