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Chapter
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Buy
this book for only £6.99 
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1
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Introduction
An
introduction to "the highest-paid hard work and the lowest-paid
easy work you can find" |
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2
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What
is Sales?
Types of selling. Selling skills. How selling relates to marketing.
Strategic marketing objectives. Sales management |
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3
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The
Evolution of Sales
Maslow's hierarchy of needs. The nineteenth century. 1900-45
. 1945-70 . 1970-the present. |
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4
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The
E-Dimension
IT in sales. The promise of CRM. The reality. Best practice:
Barclays.
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5
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The
Global Dimension
Agents
. Distributors. Direct selling. Pricing. Culture
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6
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The State of the Art
Key account management (KAM) and how KAM develops. Global
account management (GAM) in the PC industry. Relationship
selling and the ÒQualityÓ movement. Sales recruitment. Researching
your potential employers. |
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7
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In Practice - Sales Success Stories
Network marketing: Amway. The changing face of Japanese car
selling. Sotheby's: adding value through sales skills.
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8
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Key Concepts and Thinkers
What
makes a good salesperson?. Psychological tests. Personality
testing - the Minnesota Multiphasic Personality Inventory
(MMPI). Staying motivated. Closing techniques. |
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9
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Resources
SPIN
selling. High-efficiency selling. Theory and practice of sales
management. The sales force. Internet resources.
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10
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Ten
Steps to Making Sales Work
10
steps to making it work.
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