Selling and sales management / David Jobber, Geoffrey Lancaster.
Material type:
TextPublication details: Harlow, England ; New York : Prentice Hall/Financial Times, 2012.Edition: 9th edDescription: xx, 565 p. : ill. ; 25 cmISBN: - 9780273762652 (pbk.)
- 658.81 JOB
| Item type | Current library | Call number | Copy number | Status | Date due | Barcode | |
|---|---|---|---|---|---|---|---|
| Standard Loan | Moylish Library Main Collection | 658.81 JOB (Browse shelf(Opens below)) | 1 | Available | 39002100516690 | ||
| Standard Loan | Moylish Library Main Collection | 658.81 JOB (Browse shelf(Opens below)) | 1 | Available | 39002100650556 |
Enhanced descriptions from Syndetics:
Over the last twenty years, Selling and Sales Management has proved itself to be the definitive text in this exciting and fast-moving area.
This new edition comes fully updated with brand new case studies using working businesses to connect sales theory to the practical implications of selling in a modern environment.
This edition continues to place emphasis on global aspects of selling and sales management whilst also covering all of the important elements of the marketing mix. Topics covered include the technological applications of selling and sales management, the ethics of selling & sales management, a look at the sales cycle, cold canvassing and systems selling, and a thorough coverage of B2B and B2C selling.
Includes bibliographical references and 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 control -- Sales forecasting and budgeting -- Salesforce evaluation.
Table of contents provided by Syndetics
- 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
Author notes provided by Syndetics
David Jobber is Professor of Marketing at Bradford University and serves on the editorial board of numerous marketing and sales management journals. He also served as Special Advisor to the Research Assessment Exercise panel that rated research output from business and management schools throughout the UK. David Jobber has also received the Academy of Marketing Life achievement award for extraordinary and distinguished services to marketing.
Geoff Lancaster is Dean of Academic Studies at London School of Commerce and Chairman of Durham Associates Group Ltd. He was formerly Research Professor of Marketing at London Metropolitan University, Senior Examiner to the Chartered Institute of Marketing and Chief Examiner to the Institute of Sales and Marketing Management.