Rev. ed. of: Sales technique and management / Geoffrey Lancaster. 1985.

Includes bibliographical references and index.

Contents: Sales perspective: Development and role of selling in marketing -- Sales strategies -- Sales environment: Consumer and organisational buyer behaviour -- Sales settings -- International selling -- Law and ethical issues -- Sales technique: Sales responsibilities and preparation -- Personal selling skills -- Key account management -- Relationship selling -- Direct marketing -- Internet and IT applications in selling and sales management -- Sales management: Recruitment and selection -- Motivation and training -- Organisation and compensation -- Sales control: Sales forcasting and budgeting -- Sales evaluation -- Appendix: Examination technique.