Selling and Sales Management

Enhanced descriptions from Syndetics:

This excellent work is mandatory reading for all with academic or practical interests in the world of sales - which is just about the whole marketing and management community. This influential book is an excellent contribution to the literature. - Professor Nigel F. Piercy, Professor of Marketing and Director of the Sales and Account Management Strategy Research Unit, Warwick Business School, University of Warwick. Looking for the definitive text on selling and sales management? Now in its 7th edition, David Jobber and Geoff Lancaster's Selling and Sales Management, a long-standing classic, has been revised and updated to take into account recent developments in the theory and practice of selling. It places emphasis on international aspects of selling and sales management. chapters throughout this book; repositioning of chapters and a clear mapping through each of the five parts, including a brief summary of each part; a fuller discussion on the role of selling as part of an integrated marketing communications programme; a complete re-write and update of chapter 12 on internet and IT applications; substantially updated coverage of key account management; a more detailed explanation of market-based pricing principles; a more thorough discussion of the principles of negotiation; a fuller discussion of the role of the sales force as gatherers of market intelligence; and additional exercises to assist both students and tutors. Ideal for students on sales management, marketing and business studies courses as well as field salespeople and sales managers, this book is also 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. Professors Jobber and Lancaster have done it again and sales management. Informed by the most up-to-date research, the authors tackle the critical issues facing modern sales professionals. Their style of writing is straightforward and accessible. This book is essential reading for those whose job it is to sell and to manage those who sell, as well as for those who aspire to a career in the sales profession. - John W. Cadogan, Professor of Marketing, Business School, Loughborough University. 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. Geoff Lancaster is Professor of Marketing at Liverpool John Moores University and Chairman of Durham Associates Group Ltd, Castle Eden, County Durham. He was formerly Senior Examiner to the Chartered Institute of Marketing and Chief Examiner to the Institute of Sales and Marketing Management.

Table of contents provided by Syndetics

• About the Authors
• List of Figures
• List of Tables
• Preface
• Acknowledgements
• Part 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 Techniques
• 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 Compensation
• Part Five Sales Control
• 16 Sales Forecasting and Budgeting
• 17 Salesforce Evaluation
• Appendix: Examination Technique
• Further Reading
• Index