Selling and Sales Management, 8th edition

By David Jobber and Geoffrey Lancaster
Pearson Education
Distributed by Trans-Atlantic Publications Inc.
August 2009
ISBN: 9780273720652
568 Pages, Illustrated
$115.00 Paper Original


Description

Selling and Sales Management 8/e is essential reading for all marketing and management students and practitioners, in particular those with specific interests in the world of sales.  The text is split into five logical parts: Sales Perspective, Sales Technique, Sales Environment, Sales Management and Sales Control.  

This edition places emphasis on international aspects of selling and sales management whilst also covering all of the important elements of the marketing mix.  Topics covered include Sales Strategies, Key Account Management, Sales Forecasting and Budgeting, and the Role of Selling in Marketing.

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 ethical 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 control 16  Sales forecasting and budgeting 17  Salesforce evaluation

Features

Sales Perspective  Sales Technique  Sales Environment  Sales Management  Sales Control



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