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Selling and sales management / David Jobber and Geoff Lancaster.

By: Jobber, David, 1947-.
Contributor(s): Lancaster, Geoffrey, 1938-.
Publisher: Harlow, England ; New York : Pearson, ©2015Edition: Tenth edition.Description: xxii, 522 pages : illustrations ; 25 cm.Content type: text Media type: unmediated Carrier type: volumeISBN: 9781292078007 (pbk).Subject(s): Selling | Sales managementDDC classification: 658.81 J57 2015
Contents:
List of figures List of tables About the authors Preface Acknowledgements Part 1 Sales perspective 1 Development and role of selling in marketing 2 Sales strategies Part 2 Sales environment 3 Consumer and organisational buyer behaviour 4 Sales settings 5 International selling 6 Law and issues Part 3 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 4 Sales management 13 Recruitment and selection 14 Motivation and training 15 Organisation and compensation Part 5 Sales control 16 Sales forecasting and budgeting 17 Salesforce evaluation Appendix: Case studies and discussion questions Index
Development and role of selling in marketing -- Sales strategies -- Consumer and organisational buyer behaviour -- Sales settings -- International selling -- Law and ethical issues -- Sales responsibilities and preparation -- Personal selling skills -- Key account management -- Relationship selling -- Direct marketing -- Internet and IT applications in selling and sales management -- Recruitment and selection -- Motivation and training -- Organisation and compensation -- Sales forecasting and budgeting -- Salesforce evaluation.
Summary: Logically structured, this book covers the practice of selling, sales channels, recruitment and training, and sales control. This edition places particular emphasis on the international aspects of selling and sales management.
Item type Current location Collection Call number Status Date due Barcode
Books Books College Library
General Circulation Section 		GC GC 658.81 J57 2015 (Browse shelf) Available HNU002333

Includes index.

Includes bibliographical references and index.

List of figures List of tables About the authors Preface Acknowledgements Part 1 Sales perspective 1 Development and role of selling in marketing 2 Sales strategies Part 2 Sales environment 3 Consumer and organisational buyer behaviour 4 Sales settings 5 International selling 6 Law and issues Part 3 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 4 Sales management 13 Recruitment and selection 14 Motivation and training 15 Organisation and compensation Part 5 Sales control 16 Sales forecasting and budgeting 17 Salesforce evaluation Appendix: Case studies and discussion questions Index

Development and role of selling in marketing --
Sales strategies --
Consumer and organisational buyer behaviour --
Sales settings --
International selling --
Law and ethical issues --
Sales responsibilities and preparation --
Personal selling skills --
Key account management --
Relationship selling --
Direct marketing --
Internet and IT applications in selling and sales management --
Recruitment and selection --
Motivation and training --
Organisation and compensation --
Sales forecasting and budgeting --
Salesforce evaluation.

Logically structured, this book covers the practice of selling, sales channels, recruitment and training, and sales control. This edition places particular emphasis on the international aspects of selling and sales management.

College of Business and Accountancy Marketing Management

Text in English

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