Selling and Sales Management

David Jobber, Geoff Lancaster

494 pages, parution le 13/03/2003 (6^eme édition)

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Résumé

The sixth edition of Selling and Sales Management has been thoroughly revised and updated to take account of recent developments in the theory and practice of selling.

The book is ideal for all students on sales management, marketing and business studies courses as well as field salespeople and sales managers. This edition continues to place emphasis on the international aspects of selling and sales management in order to reflect the importance of international markets to companies.

New and updated features include:

A new chapter on Internet and Information Technology Applications in Sales, which includes a section on Customer Relationship Management
A chapter devoted to Direct Marketing
Many new and updated case studies
An expansion of the "Selling and Sales Management in Action" case histories " An expansion on Ethics in Sales
A new section on Leadership within the Motivation and Training chapter ! Coverage of selling as a career

The book is essential reading for students taking the CIM Certificate in Selling, the Advanced Certificate in Sales Management, and those taking professional studies examinations for CAM, the Institute of Sales and Marketing Management and LCCI.

Contents

Sales Perspective

Development and Role of Selling in Marketing
Sales Strategies
Consumer and Organisational Buyer Behaviour

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 Environment

Sales Settings
International Selling
Law and Ethical Issues

Sales Management

Recruitment and Selection
Motivation and Training
Organisation and Compensation

Sales Control

Sales Forecasting and Budgeting
Salesforce Evaluation

L'auteur - David Jobber

David Jobber is Professor of Marketing at Bradford University and serves on the editorial board of numerous selling and sales management journals.

L'auteur - Geoff Lancaster

Geoff Lancaster is Professor of Marketing at London Metropolitan University, and Chairman of Durham Associates Ltd. He is also Chief Examiner of the Institute of Sales and Marketing Management.

Caractéristiques techniques

	PAPIER
Éditeur(s)	Prentice Hall
Auteur(s)	David Jobber, Geoff Lancaster
Parution	13/03/2003
Édition	6^eme édition
Nb. de pages	494
Format	19 x 24,5
Couverture	Broché
Poids	946g
Intérieur	2 couleurs
EAN13	9780273674153