Main topics of study:

Development & Role of Selling in Marketing:

• Background
• Nature & Role of Selling
• Image of Selling
• The Nature & Role of Sales Management
• The Marketing Concept
• Implementing the Marketing Concept
• The Relations Between Sales & Marketing

Consumer & Organisational Buyer Behaviour:

• Differences Between Consumer & Organisational Buying
• Consumer Buyer Behaviour
• Factors Affecting the Consumer Decision-Making Process
• Organisational Buyer Behaviour
• Factors Affecting Organisational Buyer Behaviour
• Developments in Purchasing Practice
• Relationship Management

Sales Strategies:

• Sale & Marketing Planning
• The Planning Process
• Establishing Marketing Plans
• The Place of Selling in the Marketing Plan

Sales Responsibilities & Preparation:

• Sales Responsibilities
• Preparation

Personal Selling Skills:

• The Opening
• Need & Problem Identification
• The Presentation & Demonstration
• Dealing with Objection
• Negotiation
• Closing the Sale
• Follow-Up

Sales Setting:

• Sales Channels
• Segmentation
• Sales Promotions
• Industrial/Commercial/Publc Authorities
• Selling for Resale
• Exhibitions
• Telephone Selling
• Selling Services
• Publication Relations

International Selling:

• Economic Aspects
• International Selling & the Individual Company
• Cultural Factors in International Selling
• Organisation for International Selling

Law & Ethical Issues:

• The Contract
• Terms & Conditions
• Terms of Trade
• Business Practices & Legal Control 

Reading List

Main Text:
Selling & Sales Management – Geoffrey Lancaster & David Jobber (Pitman)

Alternative Texts and Further Reading:
Selling: Management & Practice – P Allen (Pitman)