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.
ContentsPart 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- The text is split into five logical parts:
Sales Perspective Sales Technique Sales Environment Sales Management Sales Control
- This edition places emphasis on international aspects of selling and sales management making it essential reading for all students and practitioners with an interest in the world of sales
- Topics covered include Sales strategies, Key account management, Sales forecasting and budgeting, and the role of selling in marketing.