Selling and Sales Management

David Jobber, Geoff Lancaster - Collection Financial Times

526 pages, parution le 15/12/2005 (7^eme édition)

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Résumé

Selling and Sales Management 7th Edition, is a long standing classic book, which has been revised and updated to take into account recent developments in the theory and practice of selling. As well as covering all important elements of the marketing mix, it places emphasis on international aspects of selling and sales management.

Ideal for students on sales management, marketing and business studies courses as well as field sales people and sales managers. The book is also essential reading for those taking professional qualifications at the CAM, the Institute of Sales and Marketing Management and LCCI.

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.

Sommaire

About the Authors
List of Figures
List of Tables
Preface
Acknowledgements
Sales Perspective
Sales Environment
Sales Techniques
Sales Management
Sales Control
Appendix: Examination Technique
Further Reading
Index

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Caractéristiques techniques

	PAPIER
Éditeur(s)	Prentice Hall
Auteur(s)	David Jobber, Geoff Lancaster
Collection	Financial Times
Parution	15/12/2005
Édition	7^eme édition
Nb. de pages	526
Format	19 x 24,5
Couverture	Broché
Poids	1044g
Intérieur	2 couleurs
EAN13	9780273695790
ISBN13	978-0-273-69579-0