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Over the last twenty years, Selling and Sales Management has proved itself to be the definitive text in this exciting and fast-moving area.
This new edition comes fully updated with brand new case studies using working businesses to connect sales theory to the practical implications of selling in a modern environment.
This edition continues to place emphasis on global aspects of selling and sales management whilst also covering all of the important elements of the marketing mix. Topics covered include the technological applications of selling and sales management, the ethics of selling & sales management, a look at the sales cycle, cold canvassing and systems selling, and a thorough coverage of B2B and B2C selling.
David Jobber is Professor of Marketing at Bradford University and serves on the editorial board of numerous marketing and sales management journals. He also served as Special Advisor to the Research Assessment Exercise panel that rated research output from business and management schools throughout the UK. David Jobber has also received the Academy of Marketing Life achievement award for extraordinary and distinguished services to marketing.
Geoff Lancaster is Dean of Academic Studies at London School of Commerce and Chairman of Durham Associates Group Ltd. He was formerly Research Professor of Marketing at London Metropolitan University, Senior Examiner to the Chartered Institute of Marketing and Chief Examiner to the Institute of Sales and Marketing Management.
Table of Contents
Part One: Sales Perspective
1 Development and role of selling in marketing
2 Sales strategies
Part Two: Sales Environment
3 Consumer and organisational buyer behaviour
4 Sales settings
5 International selling
6 Law and issues
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
Part Four: Sales management
13 Recruitment and selection
14 Motivation and training
15 Organisation and compensation
Part Five: Sales Control
16 Sales forecasting and budgeting
17 Salesforce evaluation