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Selling and sales management / David Jobber and Geoff Lancaster.

By: Contributor(s): Material type: TextTextLanguage: English Publisher: Harlow, England : New York : Pearson, 2015Edition: Tenth edition.Description: xxii, 522 pages : illustrations ; 25 cm.ISBN:
  • 9781292078007
Subject(s): LOC classification:
  • HF5438.25 .J63 2015
Online resources:
Contents:
Part 1 sales perspective -- Development and role of selling in marketing -- Sales strategies -- Part 2 sales environment -- Consumer and organisational buyer behaviour -- Sales settings -- International selling -- Law and issues -- Part 3 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 -- Part 4 sales management -- Recruitment and selection -- Motivation and training -- Organisation and compensation -- Part 5 sales control -- Sales forecasting and budgeting -- Salesforce evaluation -- Appendix: Case studies and discussion questions -- Index.
Courses that have reserved this title:
  • B1S1 Sales: Effective Methods and Behaviours | B2S3 Modern and Responsible Negotiation
Summary: Over the past quarter of a century, Selling and Sales Management has proved itself to be the definitive text in this exciting and fast-paced subject area. This new edition comes fully updated with new case studies, using working businesses to connect sales theory to the practical implications of selling in a modern environment. This edition contains the results from cutting-edge research that differentiates it from most of its competitors. The book continues to place emphasis on global aspects of selling and sales management. Topics covered include technological applications of selling and sales management, ethics of selling and sales management, systems selling and a comprehensive coverage of key account management.
Holdings
Item type Current library Collection Call number URL Status Date due Barcode
eBook TBS Barcelona HF5438.25 JOB (Browse shelf(Opens below)) Link to resource Available
Book TBS Barcelona Core Textbooks HF5438.25 JOB (Browse shelf(Opens below)) Not for loan B03748
Book TBS Barcelona Core Textbooks HF5438.25 JOB (Browse shelf(Opens below)) Available B03749
Book TBS Barcelona Core Textbooks HF5438.25 JOB (Browse shelf(Opens below)) Available B03750

Part 1 sales perspective -- Development and role of selling in marketing -- Sales strategies -- Part 2 sales environment -- Consumer and organisational buyer behaviour -- Sales settings -- International selling -- Law and issues -- Part 3 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 -- Part 4 sales management -- Recruitment and selection -- Motivation and training -- Organisation and compensation -- Part 5 sales control -- Sales forecasting and budgeting -- Salesforce evaluation -- Appendix: Case studies and discussion questions -- Index.

Over the past quarter of a century, Selling and Sales Management has proved itself to be the definitive text in this exciting and fast-paced subject area.

This new edition comes fully updated with new case studies, using working businesses to connect sales theory to the practical implications of selling in a modern environment.

This edition contains the results from cutting-edge research that differentiates it from most of its competitors. The book continues to place emphasis on global aspects of selling and sales management. Topics covered include technological applications of selling and sales management, ethics of selling and sales management, systems selling and a comprehensive coverage of key account management.

B1S1 Sales: Effective Methods and Behaviours | B2S3 Modern and Responsible Negotiation

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