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Selling and Sales Management
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Part one of Selling and Sales Management consists of two introductory chapters that set the
context for the remainder of the book.
Chapter 1 introduces the nature and role of selling and sales management before relating
this to the marketing concept. The incontrovertibly interlinked relationship between selling and
sales management is then explained and the notion of more sophisticated marketing thought
is described as having its roots in sales. Philosophies, or orientations, of production, sales and
marketing are explained as well as how the marketing concept is implemented in practice,
namely through the marketing mix. Key concepts such as market segmentation and targeting
and the ‘four Ps’ marketing mix variables of price, product, promotion and place are introduced.
The chapter then concludes with a more detailed explanation of the relationship between
marketing strategy and personal selling.
8th Edition
978-0-273-72065-2
NONE
Selling and Sales Management
Makerting
English
2009
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